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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 (previously published as Kennedy’s Negotiating Simulations)
provides you with a set of detailed and proven simulations involving
negotiating scenarios for purchasing, selling, industrial relations,
disputed invoices, change management, problem solving and contract
negotiation.
Each of the 24 simulations (of which 12 are new) 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, Dr 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.
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. The simulations are graded ‘basic’, ‘intermediate’ or
‘advanced’ and provide scenarios suitable for managers wishing to
improve negotiation skills, whatever their level.
Contents
Roll out the barrels; Parity for part-timers; The car sale; Consultants;
Right of way; Agency paperwork; M48 site; Offshore; Stockout; Here today;
Surgical agency; Hospital data; Mine pumps; Milk run; Fashion; Hancock
hotel; Promotion; Corporate discounts; Inward investment; Powerplant; Best
and final bid; Protective clothing; Ratho business school; SunnyVale
stores.
About the Authors
Dr Gavin Kennedy is Managing Director of Negotiate Limited, an Edinburgh
based consultancy specialising in all aspects of negotiation. He is the
author of several books and video packages on negotiation skills,
including ‘Everything is Negotiable’ and the award winning ‘Do We
Have a Deal?’
Negotiate Limited
also has a website.
£250.00 / US$425.00 ISBN: 0 566 07731 0 1996 272
pages A4 Looseleaf
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