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Negotiation at work : maximize your team's skills with 60 high-impact activities /
Serious activities for teaching the art of negotiation.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
AMACOM,
2012.
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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| 100 | 1 | |a Asherman, Ira. | |
| 245 | 1 | 0 | |a Negotiation at work : |b maximize your team's skills with 60 high-impact activities / |c Ira G. Asherman. |
| 260 | |a New York : |b AMACOM, |c 2012. | ||
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
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| 505 | 0 | |a 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. | |
| 505 | 8 | |a 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. | |
| 505 | 8 | |a 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. | |
| 505 | 8 | |a 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. | |
| 505 | 8 | |a 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! | |
| 500 | |a Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson? | ||
| 520 | |a Serious activities for teaching the art of negotiation. | ||
| 588 | 0 | |a Print version record. | |
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Negotiation |x Study and teaching. | |
| 650 | 0 | |a Negotiation. | |
| 650 | 0 | |a Public administration |x Study and teaching. | |
| 650 | 0 | |a Business. | |
| 650 | 0 | |a Psychology. | |
| 650 | 2 | |a Negotiating | |
| 650 | 2 | |a Psychology | |
| 650 | 6 | |a Négociations |x Étude et enseignement. | |
| 650 | 6 | |a Négociations. | |
| 650 | 6 | |a Affaires. | |
| 650 | 6 | |a Psychologie. | |
| 650 | 7 | |a psychology. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Negotiating. |2 bisacsh | |
| 650 | 7 | |a Négociation. |2 eclas | |
| 650 | 7 | |a Milieu de travail. |2 eclas | |
| 650 | 7 | |a Travail en groupe. |2 eclas | |
| 650 | 7 | |a Développement d'aptitudes. |2 eclas | |
| 650 | 7 | |a Formation. |2 eclas | |
| 650 | 7 | |a Business. |2 fast |0 (OCoLC)fst00842262 | |
| 650 | 7 | |a Negotiation. |2 fast |0 (OCoLC)fst01035551 | |
| 650 | 7 | |a Negotiation |x Study and teaching. |2 fast |0 (OCoLC)fst01035570 | |
| 650 | 7 | |a Psychology. |2 fast |0 (OCoLC)fst01081447 | |
| 650 | 7 | |a Public administration |x Study and teaching. |2 fast |0 (OCoLC)fst01082038 | |
| 650 | 7 | |a Social Sciences. |2 hilcc | |
| 650 | 7 | |a Psychology. |2 hilcc | |
| 776 | 0 | 8 | |i Print version: |a Asherman, Ira G. |t Negotiation at Work. |d New York : AMACOM, 2012 |z 9780814431900 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9780814431955/?ar |z Texto completo (Requiere registro previo con correo institucional) |
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