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The Resource Negotiation at work : maximize your team's skills with 60 high-impact activities, Ira G. Asherman, (electronic resource)

Negotiation at work : maximize your team's skills with 60 high-impact activities, Ira G. Asherman, (electronic resource)

Creator
Summary
Serious activities for teaching the art of negotiation
Language
eng
Work
Publication
Extent
1 online resource.
Note
Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson?
Contents
  • Handouts and Overheads; Introduction; The Organization of This Book; The Organization of the Activities; Symbols; I. Opening Activities; Opening Exercise 1: A Current Negotiation; Opening Exercise 2: Expectations; Opening Exercise 3: Everyone Negotiates; II. Planning; Planning Exercise 1: Negotiation Planning; Planning Exercise 2: Behind the Lines; III. Creative Thinking; Creative Thinking Exercise 1: The Moffett Picture; Creative Thinking Exercise 2: The Unsold Glasses; IV. Negotiation Skills; Skills Exercise 1: Behaviors of the Successful Negotiator
  • Skills Exercise 2: Self-EvaluationSkills Exercise 3: Cross-Cultural Negotiation; Skills Exercise 4: Perceptions and Trust; V. Negotiating Styles; Negotiating Styles Exercise 1: Defining the Styles; Negotiating Styles Exercise 2: Negotiation Styles Practice--Long Version; Negotiating Styles Exercise 3: Negotiating Styles Practice--Short Version; VI. Assertiveness; Assertiveness Exercise 1: Defining Assertiveness; Assertiveness Exercise 2: Practicing Assertiveness; Assertiveness Exercise 3: Being Assertive; VII. Questioning Techniques; Questioning Exercise 1: Defining Questions
  • Questioning Exercise 2: Questioning TechniquesQuestioning Exercise 3: Surfacing Intangibles; VIII. Ranking Exercises; Ranking Exercise 1: Negotiator Skills; Ranking Exercise 2: Planning; Ranking Exercise 3: Building Trust; IX. Surveys; Survey 1: Self-Evaluation; Survey 2: Trust Assessment; X. Case Studies; Case 1: The Optometry Shop; Case 2: Purchasing; Case 3: Planning Meeting; Case 4: Meeting Plan; Case 5: The Art Market; Case 6: The Condominium; Case 7: The Antique Car; Case 8: The New Car; Case 9: The Client Meeting; Case 10: The Bid; Case 11: Increasing Overhead
  • Case 12: Telephone ComponentsXI. Negotiation Transcripts; Transcript 1: The A/V Shop; Transcript 2: Ted and Sandy (1); Transcript 3: Ted and Sandy (2); Transcript 4: Chris and Kate; XII. General Exercises; General Exercise 1: Negotiation Questionnaire; General Exercise 2: The Melian Dialogue; General Exercise 3: Framing a Problem; General Exercise 4: Fairness and Negotiation; XIII. Needs and Interests; Needs and Interests Exercise 1: Needs and Interests Analysis; Needs and Interests Exercise 2: My Needs and Interests; XIV. Difficult People; Difficult People Exercise: The Difficult Negotiator
  • XV. Boundary RolesBoundary Roles Exercise 1: The Boundary Role; Boundary Roles Exercise 2: The Adams' Paradox; Boundary Roles Exercise 3: Departmental Assessment; XVI. Sales Negotiation; Sales Negotiation Exercise 1: Success Factors; Sales Negotiation Exercise 2: Sales Practices Assessment; Sales Negotiation Exercise 3: Features, Advantages, Benefits, Proof; Sales Negotiation Exercise 4: The Approach Piece; Sales Negotiation Exercise 5: Product Knowledge Jeopardy; Sales Negotiation Exercise 6: Give It to Me ... I Want It!
Isbn
9780814431900
Link
http://digital.arapahoelibraries.org/ContentDetails.htm?ID=E3CFA95B-B202-4BE3-A7A7-A40B7EC32A9B
Instance
Label
Negotiation at work : maximize your team's skills with 60 high-impact activities
Title
Negotiation at work
Title remainder
maximize your team's skills with 60 high-impact activities
Statement of responsibility
Ira G. Asherman
Creator
Subject
Genre
Language
eng
Summary
Serious activities for teaching the art of negotiation
Cataloging source
EBLCP
Dewey number
658.4052
Index
no index present
Literary form
non fiction
Nature of contents
dictionaries
Label
Negotiation at work : maximize your team's skills with 60 high-impact activities, Ira G. Asherman, (electronic resource)
Link
http://digital.arapahoelibraries.org/ContentDetails.htm?ID=E3CFA95B-B202-4BE3-A7A7-A40B7EC32A9B
Instantiates
Publication
Note
Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson?
Antecedent source
unknown
Color
multicolored
Contents
  • Handouts and Overheads; Introduction; The Organization of This Book; The Organization of the Activities; Symbols; I. Opening Activities; Opening Exercise 1: A Current Negotiation; Opening Exercise 2: Expectations; Opening Exercise 3: Everyone Negotiates; II. Planning; Planning Exercise 1: Negotiation Planning; Planning Exercise 2: Behind the Lines; III. Creative Thinking; Creative Thinking Exercise 1: The Moffett Picture; Creative Thinking Exercise 2: The Unsold Glasses; IV. Negotiation Skills; Skills Exercise 1: Behaviors of the Successful Negotiator
  • Skills Exercise 2: Self-EvaluationSkills Exercise 3: Cross-Cultural Negotiation; Skills Exercise 4: Perceptions and Trust; V. Negotiating Styles; Negotiating Styles Exercise 1: Defining the Styles; Negotiating Styles Exercise 2: Negotiation Styles Practice--Long Version; Negotiating Styles Exercise 3: Negotiating Styles Practice--Short Version; VI. Assertiveness; Assertiveness Exercise 1: Defining Assertiveness; Assertiveness Exercise 2: Practicing Assertiveness; Assertiveness Exercise 3: Being Assertive; VII. Questioning Techniques; Questioning Exercise 1: Defining Questions
  • Questioning Exercise 2: Questioning TechniquesQuestioning Exercise 3: Surfacing Intangibles; VIII. Ranking Exercises; Ranking Exercise 1: Negotiator Skills; Ranking Exercise 2: Planning; Ranking Exercise 3: Building Trust; IX. Surveys; Survey 1: Self-Evaluation; Survey 2: Trust Assessment; X. Case Studies; Case 1: The Optometry Shop; Case 2: Purchasing; Case 3: Planning Meeting; Case 4: Meeting Plan; Case 5: The Art Market; Case 6: The Condominium; Case 7: The Antique Car; Case 8: The New Car; Case 9: The Client Meeting; Case 10: The Bid; Case 11: Increasing Overhead
  • Case 12: Telephone ComponentsXI. Negotiation Transcripts; Transcript 1: The A/V Shop; Transcript 2: Ted and Sandy (1); Transcript 3: Ted and Sandy (2); Transcript 4: Chris and Kate; XII. General Exercises; General Exercise 1: Negotiation Questionnaire; General Exercise 2: The Melian Dialogue; General Exercise 3: Framing a Problem; General Exercise 4: Fairness and Negotiation; XIII. Needs and Interests; Needs and Interests Exercise 1: Needs and Interests Analysis; Needs and Interests Exercise 2: My Needs and Interests; XIV. Difficult People; Difficult People Exercise: The Difficult Negotiator
  • XV. Boundary RolesBoundary Roles Exercise 1: The Boundary Role; Boundary Roles Exercise 2: The Adams' Paradox; Boundary Roles Exercise 3: Departmental Assessment; XVI. Sales Negotiation; Sales Negotiation Exercise 1: Success Factors; Sales Negotiation Exercise 2: Sales Practices Assessment; Sales Negotiation Exercise 3: Features, Advantages, Benefits, Proof; Sales Negotiation Exercise 4: The Approach Piece; Sales Negotiation Exercise 5: Product Knowledge Jeopardy; Sales Negotiation Exercise 6: Give It to Me ... I Want It!
Control code
ocn784885925
Dimensions
unknown
Extent
1 online resource.
File format
unknown
Form of item
online
Isbn
9780814431900
Isbn Type
(electronic bk.)
Level of compression
unknown
Quality assurance targets
not applicable
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
Stock number
E3CFA95B-B202-4BE3-A7A7-A40B7EC32A9B
System control number
(OCoLC)784885925
Label
Negotiation at work : maximize your team's skills with 60 high-impact activities, Ira G. Asherman, (electronic resource)
Link
http://digital.arapahoelibraries.org/ContentDetails.htm?ID=E3CFA95B-B202-4BE3-A7A7-A40B7EC32A9B
Publication
Note
Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson?
Antecedent source
unknown
Color
multicolored
Contents
  • Handouts and Overheads; Introduction; The Organization of This Book; The Organization of the Activities; Symbols; I. Opening Activities; Opening Exercise 1: A Current Negotiation; Opening Exercise 2: Expectations; Opening Exercise 3: Everyone Negotiates; II. Planning; Planning Exercise 1: Negotiation Planning; Planning Exercise 2: Behind the Lines; III. Creative Thinking; Creative Thinking Exercise 1: The Moffett Picture; Creative Thinking Exercise 2: The Unsold Glasses; IV. Negotiation Skills; Skills Exercise 1: Behaviors of the Successful Negotiator
  • Skills Exercise 2: Self-EvaluationSkills Exercise 3: Cross-Cultural Negotiation; Skills Exercise 4: Perceptions and Trust; V. Negotiating Styles; Negotiating Styles Exercise 1: Defining the Styles; Negotiating Styles Exercise 2: Negotiation Styles Practice--Long Version; Negotiating Styles Exercise 3: Negotiating Styles Practice--Short Version; VI. Assertiveness; Assertiveness Exercise 1: Defining Assertiveness; Assertiveness Exercise 2: Practicing Assertiveness; Assertiveness Exercise 3: Being Assertive; VII. Questioning Techniques; Questioning Exercise 1: Defining Questions
  • Questioning Exercise 2: Questioning TechniquesQuestioning Exercise 3: Surfacing Intangibles; VIII. Ranking Exercises; Ranking Exercise 1: Negotiator Skills; Ranking Exercise 2: Planning; Ranking Exercise 3: Building Trust; IX. Surveys; Survey 1: Self-Evaluation; Survey 2: Trust Assessment; X. Case Studies; Case 1: The Optometry Shop; Case 2: Purchasing; Case 3: Planning Meeting; Case 4: Meeting Plan; Case 5: The Art Market; Case 6: The Condominium; Case 7: The Antique Car; Case 8: The New Car; Case 9: The Client Meeting; Case 10: The Bid; Case 11: Increasing Overhead
  • Case 12: Telephone ComponentsXI. Negotiation Transcripts; Transcript 1: The A/V Shop; Transcript 2: Ted and Sandy (1); Transcript 3: Ted and Sandy (2); Transcript 4: Chris and Kate; XII. General Exercises; General Exercise 1: Negotiation Questionnaire; General Exercise 2: The Melian Dialogue; General Exercise 3: Framing a Problem; General Exercise 4: Fairness and Negotiation; XIII. Needs and Interests; Needs and Interests Exercise 1: Needs and Interests Analysis; Needs and Interests Exercise 2: My Needs and Interests; XIV. Difficult People; Difficult People Exercise: The Difficult Negotiator
  • XV. Boundary RolesBoundary Roles Exercise 1: The Boundary Role; Boundary Roles Exercise 2: The Adams' Paradox; Boundary Roles Exercise 3: Departmental Assessment; XVI. Sales Negotiation; Sales Negotiation Exercise 1: Success Factors; Sales Negotiation Exercise 2: Sales Practices Assessment; Sales Negotiation Exercise 3: Features, Advantages, Benefits, Proof; Sales Negotiation Exercise 4: The Approach Piece; Sales Negotiation Exercise 5: Product Knowledge Jeopardy; Sales Negotiation Exercise 6: Give It to Me ... I Want It!
Control code
ocn784885925
Dimensions
unknown
Extent
1 online resource.
File format
unknown
Form of item
online
Isbn
9780814431900
Isbn Type
(electronic bk.)
Level of compression
unknown
Quality assurance targets
not applicable
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
Stock number
E3CFA95B-B202-4BE3-A7A7-A40B7EC32A9B
System control number
(OCoLC)784885925

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