Kennedys' Simulations for Negotiation Training
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A01=Florence Kennedy
advanced negotiation simulation cases
Argument Trap
Author_Florence Kennedy
business negotiation skills
Category=KJM
Category=KJMV2
change management exercises
Colin Rose
Conditional Proposals
Confidential Briefs
conflict resolution training
Cpo Procedure
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
Excusable Delay
Force Majeure Events
Gas Sales Agreement
Gross Profits
High Class Fashions
industrial relations simulation
Job Functions
Liquidated Damages
Negotiable Issue
Negotiation Case Study
negotiation pedagogy
Negotiation Simulations
Negotiation Trainers
Non-compliant Bids
purchasing negotiation scenarios
Real Life Negotiations
Short Adjournments
Short Simulation
Site Access Problems
Summary Solution
Trainer's Notes
Trainer’s Notes
Ultimate Parent Company
White Boards
Product details
- ISBN 9781138433144
- Weight: 1380g
- Dimensions: 210 x 297mm
- Publication Date: 25 Sep 2017
- Publisher: Taylor & Francis Ltd
- Publication City/Country: GB
- Product Form: Hardback
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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.
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.
