| Description |
1 online resource |
| Physical Medium |
polychrome |
| Description |
text file |
| 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. |
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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. |
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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. |
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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. |
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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! |
| Note |
Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson? |
| Summary |
Serious activities for teaching the art of negotiation. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Negotiation -- Study and teaching.
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Negotiation -- Study and teaching. |
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Negotiation. |
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Negotiation.
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Public administration -- Study and teaching.
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Public administration -- Study and teaching. |
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Business.
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Business. |
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Psychology.
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Psychology. |
| Genre/Form |
Electronic books.
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| Other Form: |
Print version: Asherman, Ira G. Negotiation at Work. New York : AMACOM, 2012 9780814431900 |
| ISBN |
9780814431900 (electronic book) |
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0814431909 (electronic book) |
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081443195X |
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9780814431955 |
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081443116X |
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9780814431160 |
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9780814431160 |
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9780814431955 |
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1283688565 |
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9781283688567 |
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