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.

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