324 Pages
by
Routledge
324 Pages
by
Routledge
324 Pages
by
Routledge
Also available as eBook on:
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... Read more
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.
Biography
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.
