Updated with 25 new role plays not covered in the first volume, the latest edition of the popular 25 Role Plays to Teach Negotiation will inspire you to think and act like a negotiation expert. If you"re a management training and development specialist who needs one or two role plays to use in a negotiation program, this book"s a must. The book provides the opportunity to practice the behaviors used most frequently by successful negotiators -- including questioning, clarifying, checking for understanding, summarizing and active listening. Learn how to set the stage for negotiation in the first few minutes, clearly outline the issues, effectively use the rituals involved in negotiating, prevent deals from falling apart, and much more. You"ll quickly and easily master all six steps of successful negotiating: planning, climate setting, issue identification, bargaining, settlement and review. Relax, have fun and put role-playing to work for you. Each of these role plays is based on a unique approach to negotiation embracing three critical concepts: 1. Successful negotiation is not an adversarial process, but a collaborative framework for creative problem-solving.
2. The needs and interests of both negotiating parties must be addressed if there isto be a long-term solution.
3. Negotiation is an ongoing process, and today"s negotiation will affect the long-term relationship between the parties. All the role plays come from a variety of real-life corporate settings -- including pharmaceutical,medical equipment, retail, publishing and chemical -- to prepare you for any on-the-job situation. Try out new behaviors that will help you:
- Handle situations among co-workers regarding their roles and responsibilities
- Talk with your employees about their performance
- Improve relationships between the purchasing staff and internal clients
- Deal with difficult customers The second edition has been re-organized into two sections making it easy to find just the behavior you"re looking for. The role plays in the Internal Negotiations section are with co-workers in auditing, engineering and teams. Sample role plays:
The new project manager The difficult team member
The difficult discussion/meeting Engineering changes Includes a CD with 25 role plays from the popular first volume -- 50 total role plays! Это и многое другое вы найдете в книге 25 Role Plays to Teach Negotiation, Volume 2 (Ira Asherman, Sandy Asherman)