: Ira Asherman& Sandy Asherman
: 25 Role Plays For To Teach Negotiation - 2nd Edition
: HRD Press, Inc.
: 9781599965079
: 1
: CHF 107.30
:
: Management
: English
Includes FREE CD with 25 role plays from the popular first volume-50 total role plays! Updated with 25 new role plays not covered in the first volume. 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. Each of these role plays is based on a unique approach to negotiation embracing three critical concepts: Successful negotiation is not an adversarial process, but a collaborative framework for creative problem-solving. The needs and interests of both negotiating parties must be addressed if there is to be a long-term solution. Negotiation is an ongoing process, and today's negotiation will affect the long-term relationship between the parties. 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. Sample role-plays: The new project manager, The difficult team member, The difficult discussion/meeting, Engineering changes.