Kennedys' Simulations for Negotiation Training

Kennedy, Gavin, Kennedy, Florence

Editore: Gower Pub Co, 2007
ISBN 10: 0566087383 / ISBN 13: 9780566087387
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Riassunto: 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.

About the Author: 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.

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Titolo: Kennedys' Simulations for Negotiation ...
Casa editrice: Gower Pub Co
Data di pubblicazione: 2007
Condizione libro: very good

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1.

KENNEDY, FLORENCE
Editore: Gower (2007)
ISBN 10: 0566087383 ISBN 13: 9780566087387
Nuovi Paperback Quantità: 10
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Herb Tandree Philosophy Books
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Descrizione libro Gower, 2007. Paperback. Condizione libro: NEW. 9780566087387 This listing is a new book, a title currently in-print which we order directly and immediately from the publisher. Codice libro della libreria HTANDREE01017039

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Kennedy, Gavin/ Kennedy, Florence
Editore: Ashgate Pub Co (2007)
ISBN 10: 0566087383 ISBN 13: 9780566087387
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Descrizione libro Ashgate Pub Co, 2007. HRD. Condizione libro: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Codice libro della libreria VT-9780566087387

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Gavin Kennedy, Florence Kennedy
Editore: Taylor Francis Ltd, United Kingdom (2007)
ISBN 10: 0566087383 ISBN 13: 9780566087387
Nuovi Paperback Quantità: 10
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Descrizione libro Taylor Francis Ltd, United Kingdom, 2007. Paperback. Condizione libro: New. New edition. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. 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. Codice libro della libreria BTE9780566087387

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Florence Kennedy
Editore: Routledge (2007)
ISBN 10: 0566087383 ISBN 13: 9780566087387
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Descrizione libro Routledge, 2007. Paperback. Condizione libro: Good. 3. Ships with Tracking Number! INTERNATIONAL WORLDWIDE Shipping available. May not contain Access Codes or Supplements. Buy with confidence, excellent customer service!. Codice libro della libreria 0566087383

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Florence Kennedy
ISBN 10: 0566087383 ISBN 13: 9780566087387
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Descrizione libro 2007. Paperback. Condizione libro: New. 3rd. Paperback. 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 .Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability. 324 pages. 1.529. Codice libro della libreria 9780566087387

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