3rd Edition

Kennedys' Simulations for Negotiation Training

ISBN 9780566087387
Published March 28, 2007 by Routledge
324 Pages

USD $350.00

Prices & shipping based on shipping country


Book Description

Improving negotiation skills has become an important part of the development of any manager or supervisor. But writing negotiating simulations that are effective can be a hit or miss exercise for any busy trainer. This manual provides you with a set of 24 detailed and proven simulations (and six negotiation 'cases') involving scenarios for purchasing, selling, industrial relations, disputed invoices, change management, problem solving and contract negotiation. The simulations are graded 'basic', 'intermediate' or 'advanced' and provide scenarios suitable for managers wishing to improve negotiation skills, whatever their level. Each of the simulations follows Gavin Kennedy's renowned 4-phase 'wants' method of negotiating and includes detailed trainer's notes and full participant's briefs. In the first half of the manual, Professor Kennedy provides guidance on how to prepare for simulations, controlling the exercises, evaluating the outcome and using observers. There is also comprehensive guidance on the 4-phase 'wants' method of negotiating. For this third edition, six completely new simulations are provided to match the changing circumstances of business negotiation, related to the widening readership among trainers in Europe, the Americas, Asia, and Africa. All the simulations have been field-tested by practising negotiation trainers and all are based on real-world experiences and business incidents. There is also a new section ('Negotiation Cases') containing negotiation training materials for small sub-group discussions by participants, who apply the negotiation concepts introduced in the training sessions. This wide-ranging and proven collection of exercises should be extremely useful to anyone responsible for developing negotiation skills as well as to those training in sales, purchasing, people management and problem solving.

Table of Contents

Contents: Preface; Acknowledgements; Index of skills; Index by subject; Introduction; How to use this collection; How to prepare a simulation for negotiation; Coaching with simulations and cases. The Simulations - Basic: Car sale; Agency paperwork; Commodities trade; Late delivery; Terms for therms; Right of way; Professional fees; Hospital data. The Simulations - Intermediate: Mine pumps; Off shore; Stock out; Surgical agency; Hancock Hotel; Consultants; Fashion; Rooms to manoeuvre; M48; Power plant. The Simulations - Advanced: Change management; Inward investment; Protective clothing; Ratho Business School; Best and final bid; IMP. Cases: Airport runway; Absentee; Water dispute; Patel suits you; Lasers; Bank charges.

View More



Professor Gavin Kennedy, founder of Negotiate, has authored eleven books on negotiation, several now in their third editions and with others translated into Finnish, Swedish, Romanian, Greek, Dutch, German, Italian, Spanish, Portuguese, Chinese, Japanese, Hebrew, Arabic, and Indonesian. His daughter, Florence, is Managing Director of Negotiate.