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Negotiation at Work

Book Description

Negotiation is an essential part of doing business, but to be an effective negotiator one must master a wide variety of skills such as listening, self-awareness, conflict resolution, assertiveness, and more. So it stands to reason that in order to teach such a complicated subject, managers and trainers need proven, powerful activities. Negotiation at Work is the answer. The book is packed with 60 interactive lessons designed to instill confidence and transform participants into strong negotiators. Each activity includes a description, detailed directions, goals, additional resources as well as notes for the trainer. The exercises are designed to help learners: • Plan effectively for a negotiation • Ask the right questions • Build trust • Analyze each negotiation creatively • Strategically frame each party’s needs and interests • Successfully negotiate with difficult people • Determine their own negotiating style • And much more. Featuring transcripts from real negotiations, case studies, assessments, and even practice negotiation sessions, this handy book includes everything readers need to successfully train others in the fine art of negotiation.

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Contents
  5. Handouts and Overheads
  6. Introduction
    1. The Organization of This Book
    2. The Organization of the Activities
  7. Symbols
  8. I. Opening Activities
    1. Opening Exercise 1: A Current Negotiation
    2. Opening Exercise 2: Expectations
    3. Opening Exercise 3: Everyone Negotiates
  9. II. Planning
    1. Planning Exercise 1: Negotiation Planning
    2. Planning Exercise 2: Behind the Lines
  10. III. Creative Thinking
    1. Creative Thinking Exercise 1: The Moffett Picture
    2. Creative Thinking Exercise 2: The Unsold Glasses
  11. IV. Negotiation Skills
    1. Skills Exercise 1: Behaviors of the Successful Negotiator
    2. Skills Exercise 2: Self-Evaluation
    3. Skills Exercise 3: Cross-Cultural Negotiation
    4. Skills Exercise 4: Perceptions and Trust
  12. V. Negotiating Styles
    1. Negotiating Styles Exercise 1: Defining the Styles
    2. Negotiating Styles Exercise 2: Negotiation Styles Practice—Long Version
    3. Negotiating Styles Exercise 3: Negotiating Styles Practice—Short Version
  13. VI. Assertiveness
    1. Assertiveness Exercise 1: Defining Assertiveness
    2. Assertiveness Exercise 2: Practicing Assertiveness
    3. Assertiveness Exercise 3: Being Assertive
  14. VII. Questioning Techniques
    1. Questioning Exercise 1: Defining Questions
    2. Questioning Exercise 2: Questioning Techniques
    3. Questioning Exercise 3: Surfacing Intangibles
  15. VIII. Ranking Exercises
    1. Ranking Exercise 1: Negotiator Skills
    2. Ranking Exercise 2: Planning
    3. Ranking Exercise 3: Building Trust
  16. IX. Surveys
    1. Survey 1: Self-Evaluation
    2. Survey 2: Trust Assessment
  17. X. Case Studies
    1. Case 1: The Optometry Shop
    2. Case 2: Purchasing
    3. Case 3: Planning Meeting
    4. Case 4: Meeting Plan
    5. Case 5: The Art Market
    6. Case 6: The Condominium
    7. Case 7: The Antique Car
    8. Case 8: The New Car
    9. Case 9: The Client Meeting
    10. Case 10: The Bid
    11. Case 11: Increasing Overhead
    12. Case 12: Telephone Components
  18. XI. Negotiation Transcripts
    1. Transcript 1: The A/V Shop
    2. Transcript 2: Ted and Sandy (1)
    3. Transcript 3: Ted and Sandy (2)
    4. Transcript 4: Chris and Kate
  19. XII. General Exercises
    1. General Exercise 1: Negotiation Questionnaire
    2. General Exercise 2: The Melian Dialogue
    3. General Exercise 3: Framing a Problem
    4. General Exercise 4: Fairness and Negotiation
  20. XIII. Needs and Interests
    1. Needs and Interests Exercise 1: Needs and Interests Analysis
    2. Needs and Interests Exercise 2: My Needs and Interests
  21. XIV. Difficult People
    1. Difficult People Exercise: The Difficult Negotiator
  22. XV. Boundary Roles
    1. Boundary Roles Exercise 1: The Boundary Role
    2. Boundary Roles Exercise 2: The Adams’ Paradox
    3. Boundary Roles Exercise 3: Departmental Assessment
  23. XVI. Sales Negotiation
    1. Sales Negotiation Exercise 1: Success Factors
    2. Sales Negotiation Exercise 2: Sales Practices Assessment
    3. Sales Negotiation Exercise 3: Features, Advantages, Benefits, Proof
    4. Sales Negotiation Exercise 4: The Approach Piece
    5. Sales Negotiation Exercise 5: Product Knowledge Jeopardy
    6. Sales Negotiation Exercise 6: Give It to Me . . . I Want It!
    7. Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson?
    8. Sales Negotiation Exercise 8: The Sales Presentation Role Play
    9. Sales Negotiation Exercise 9: Selling Skills Inventory
    10. Sales Negotiation Exercise 10: Peer Group Review
  24. Appendix: Practice Negotiations
    1. The New Financial Reporting System: DANA KENT
    2. The New Financial Reporting System: LEE STONE
    3. The Alpha Project: CHRIS
    4. The Alpha Project: JIM
  25. Index
  26. Footnote
    1. ch16
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