Negotiation Skills Training

Negotiation Skills Training Author Lisa J. Downs
ISBN-10 9781562865368
Release 2009-04-01
Pages 216
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Quickly create half-day, full-day, and multi-day workshops on improving negotiation skills - a five-step process: analysis, preparation, communication, proposal, and commitment. Each step requires employing specific skills and some people may move through the process more quickly than others. The book will help facilitator's help learners recognize strengths and weaknesses as well. This title also includes downloadable companion materials of ready to use presentations, tools, and assessments.



Kennedy on Negotiation

Kennedy on Negotiation Author Gavin Kennedy
ISBN-10 9781351924139
Release 2017-03-02
Pages 356
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Negotiation is a vital skill for every manager. As a result, there are almost as many 'patented' techniques for negotiation as there are managers, each proclaiming to be the definitive route to success. The authors behind these techniques keep their work very much to themselves. Their fundamentally different approaches to negotiation remain in isolation from each other, as if their authors were too polite to contradict others in the field. In most cases, when you are developing your negotiation skills, this leaves you with a stark choice: pick a single technique and ignore the rest. Until now ... Kennedy on Negotiation is an authoritative and comprehensive guide to negotiation skills training and practice. Dr Kennedy uses the well-established 'Four Phases' model as the structure around which he critiques constructively the numerous competing theories and models. Gavin Kennedy's book is everything you would expect from one of the most respected writers on negotiation. It is a readable and reliable guide to all that is best in the various contributions to negotiation training from authors such as John Nash, Walton and McKersie, Atkinson, Nierenberg, Rubin and Brown, Gottschalk, Karass, Fisher and Ury, and many more, including Gavin Kennedy himself.



Negotiation Skills

Negotiation Skills Author
ISBN-10 9789772239863
Release
Pages
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Negotiation Skills has been writing in one form or another for most of life. You can find so many inspiration from Negotiation Skills also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Negotiation Skills book for free.



Cultural Awareness and Negotiation Skills Training Evaluation of a Prototype Semi Immersive System

Cultural Awareness and Negotiation Skills Training  Evaluation of a Prototype Semi Immersive System Author
ISBN-10 OCLC:495783343
Release 2008
Pages 9
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The effectiveness of BiLAT, a game-based prototype for training negotiation skills in an Iraqi cultural setting, was assessed. The prototype aims to train deliberate preparation behaviors, trust-building and relationship-building strategies, and familiarity with relevant cultural expectations and norms. Training is supported by automated coaching (during simulated negotiation meetings) and interactive post-meeting recaps. Effectiveness was measured via scores on an independent situational judgment test, completed by Soldiers both before and after training. Each time it is administered, the test yields a single score indicating the degree to which an individual's answers concur with experts' answers. The scores of Soldiers without prior negotiation experience increased significantly from pre-training to post-training. The scores of Soldiers with prior negotiation experience failed to increase; however, their initial pre-training scores were already relatively high. The results suggest that a relatively short amount of training with BiLAT (less than three hours) was sufficient to increase the knowledge level of novice negotiators. It remains to be determined whether only novices can benefit from training with BiLAT, or whether more experienced Soldiers might also gain some benefit, with greater amounts of training. In general, Soldier response to the training experience was very positive, despite the fact that more than 50% of them said they played games rarely or never. These results are significant because they provide new evidence that game-based tools such as the BiLAT can be used within certain conditions to effectively train Soldiers.



Negotiating Skills for Managers

Negotiating Skills for Managers Author Steven Cohen
ISBN-10 0071415459
Release 2002-03-22
Pages 180
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Now translated into nine languages! This reader-friendly, icon-rich series is must reading for all managers at every level. All managers, whether brand new to their positions or well established in the corporate hierarchy, can use a little "brushing up" now and then. The skills-based Briefcase Books series is filled with ideas and strategies to help managers become more capable, efficient, effective, and valuable to their corporations. Virtually everything in business is negotiated, and the ability to negotiate strong agreements and understandings is among today's most valuable talents. Negotiating Skills for Managers explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, it reveals battle-proven steps for reaching personal and organizational objectives in every negotiation.



Skills Training in Communication and Related Topics Dealing with conflict and change

Skills Training in Communication and Related Topics  Dealing with conflict and change Author Ellen J. Belzer
ISBN-10 9781846192777
Release 2009
Pages 307
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With packed curricula in most health care training institutions, and hectic schedules in practices and administrative offices, time for teaching vital communication and interpersonal skills is often at a premium. This book is designed to equip trainees with the skills needed to deal effectively with conflict, difficult behaviours and other complex situations, employing a learning by doing' approach for effective and engaging learning. It has been designed for practice leaders, hospital leaders and public health professionals helping health care professionals upgrade their skills, and especially for faculty members who teach students and residents. It contains over 100 exercises designed for use in a variety of training situations, and which take into consideration the often limited training time available for non-clinical topics. Exercises range in length from minutes to over an hour, whilst a selection grid allows trainers and educators to select the right exercises to cover topics in the available time.



Kennedys Simulations for Negotiation Training

Kennedys  Simulations for Negotiation Training Author Florence Kennedy
ISBN-10 9781351924108
Release 2017-05-15
Pages 324
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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 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.



Handbook of Communication and Social Interaction Skills

Handbook of Communication and Social Interaction Skills Author John O. Greene
ISBN-10 9780805834178
Release 2003-01-01
Pages 1032
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Providing a thorough review and synthesis of work on communication skills and skill enhancement, this Handbook serves as a comprehensive and contemporary survey of theory and research on social interaction skills. Editors John O. Greene and Brant R. Burleson have brought together preeminent researchers and writers to contribute to this volume, establishing a foundation on which future study and research will build. The handbook chapters are organized into five major units: general theoretical and methodological issues (models of skill acquisition, methods of skill assessment); fundamental interaction skills (both transfunctional and transcontextual); function-focused skills (informing, persuading, supporting); skills used in management of diverse personal relationships (friendships, romances, marriages); and skills used in varied venues of public and professional life (managing leading, teaching). Distinctive features of this handbook include: * broad, comprehensive treatment of work on social interaction skills and skill acquisition; * up-to-date reviews of research in each area; and * emphasis on empirically supported strategies for developing and enhancing specific skills. Researchers in communication studies, psychology, family studies, business management, and related areas will find this volume a comprehensive, authoritative source on communications skills and their enhancement, and it will be essential reading for scholars and students across the spectrum of disciplines studying social interaction.



Educational Games for Soft Skills Training in Digital Environments

Educational Games for Soft Skills Training in Digital Environments Author Elena Dell'Aquila
ISBN-10 9783319063119
Release 2016-12-14
Pages 169
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The book explores advances in soft-skill training through the adaptation of traditional psycho-pedagogical methodology to digital and online settings. Several educational techniques are explored, such as role-playing, psychodrama and rule and drama-based games. The experiences reported in the book are the synthesis of several European projects, coordinated by the authors, aimed at applying known psycho-pedagogical training models to on-line, technology enhanced learning contexts in a broad range of applications and target groups. The specificity of such a psycho-pedagogical methodology, applied throughout all the discussed EU projects, is mainly represented by the importance of feedback and debriefing processes that can be conveyed to learners through different means, such as online group or individual chat with tutors, automatic reports and a psychologically informed scoring system. Tutors, either real or artificial, are seen as the key factor facilitating the training process. The ultimate objective of this book is to offer a theoretical framework where real examples, direct experiences and possible indications on how rule and drama-based multiplayer and single player games can support traditional practice for enhancing soft skills to a wide community of trainers, coaches, HR advisors, consultants and psychologists.



Couples communication and negotiation skills

Couples communication and negotiation skills Author Diana S. Richmond Garland
ISBN-10 STANFORD:36105037280448
Release 1978-06-01
Pages 121
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Couples communication and negotiation skills has been writing in one form or another for most of life. You can find so many inspiration from Couples communication and negotiation skills also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Couples communication and negotiation skills book for free.



A Training Manual on Advocacy Lobbying and Negotiation Skills for Indigenous Peoples in Climate Change and REDD

A Training Manual on Advocacy  Lobbying and Negotiation Skills for Indigenous Peoples in Climate Change and REDD  Author Asia Indigenous Peoples Pact
ISBN-10 616912587X
Release 2013
Pages 99
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A Training Manual on Advocacy Lobbying and Negotiation Skills for Indigenous Peoples in Climate Change and REDD has been writing in one form or another for most of life. You can find so many inspiration from A Training Manual on Advocacy Lobbying and Negotiation Skills for Indigenous Peoples in Climate Change and REDD also informative, and entertaining. Click DOWNLOAD or Read Online button to get full A Training Manual on Advocacy Lobbying and Negotiation Skills for Indigenous Peoples in Climate Change and REDD book for free.



Kennedys Simulations for Negotiation Training

Kennedys  Simulations for Negotiation Training Author Gavin Kennedy
ISBN-10 0566087383
Release 2007
Pages 305
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Kennedys Simulations for Negotiation Training has been writing in one form or another for most of life. You can find so many inspiration from Kennedys Simulations for Negotiation Training also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Kennedys Simulations for Negotiation Training book for free.



Hooked on Negotiating

Hooked on Negotiating Author Philip St Lawrence
ISBN-10 9781788031813
Release 2017-03-10
Pages 200
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'Hooked on Negotiating' draws on Philip's experience in negotiation skills training to British and international teams. As with all Philip's books it is thought provoking and wittily written: ideal reading any time the reader desires something absorbing and helpful - especially when read alongside its sister book 'Hooked on Selling'.



25 Role Plays for Negotiation Skills

25 Role Plays for Negotiation Skills Author Ira Asherman
ISBN-10 0874259975
Release 1995
Pages 181
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Master the six steps of negotiating with these role-plays that will teach you the skills of planning, climate setting, issue identification, bargaining, settlement, and review. These role-plays, drawn from real life experiences, were compiled to aid today's training professional in designing a negotiation skills program. They address a number of issues involved in sales, purchasing, employee performance, boundary roles, general management, and dealing with coworkers. To make the trainer's job easier, the book includes planning, observer and debriefing worksheets, a list of critical behaviors, and a special set of directions for participants. Each role-play is written in an easy-to-read format, and includes directions which address the time requirements, objectives, methodology, and trainer's instructions for each exercise.



Developing negotiation skills in sales personnel

Developing negotiation skills in sales personnel Author David Arthur Stumm
ISBN-10 UOM:35128000942597
Release 1987-10-20
Pages 148
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While sales negotiation is traditionally considered a formal process conducted by teams of buyers and sellers, this handy reference recognizes that negotiating strategies and techniques are actually required in many instances in day-to-day selling activities as well, and provides advice geared to the salesperson's specific daily needs. The chapters present material in a factual, step-by-step manner so it is easy to assimilate. The work commences with an overview of the role and importance of skillful negotiation strategy in sales, provides insight into the buyer's perspective, and treats the strategic and psychological aspects of the interaction. It then focuses on the negotiation tactics which are essential for the effective preparation, application, and closing of a sale. While these concepts and skills are recognized as part of the formal negotiation process, Stumm argues that most sales negotiations occur instead in daily informal conversations and presentations, and he shows the reader how to recognize and use these situations for negotiating advantages.



Banning the Bang or the Bomb

Banning the Bang or the Bomb Author I. William Zartman
ISBN-10 9781107044005
Release 2014-04-17
Pages 410
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Analyses the expansion of the nuclear arms control regime, evaluating Comprehensive Test Ban Treaty negotiations and preparations for on-site inspections.



Practice of Case Management

Practice of Case Management Author David P. Moxley
ISBN-10 0803932057
Release 1989-07-01
Pages 157
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The Practice of Case Management in the Human Services offers a succinct yet comprehensive guide to carrying out a case manager's responsibilities. The author explores assessment of the service needs of the client, facilitating the client's contact with the appropriate institutions and services, monitoring the quality of services provided to the client, and taking action when the client's needs are not met. He also considers the therapeutic role required when needs are not met because the problems are indigenous to the client. Providing an integrated look at practice technologies applicable to a variety of practice areas, the volume is appropriate for both preservice and inservice education in the field of human servi