Kennedys Simulations For Negotiation Training

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Kennedys' Simulations for Negotiation Training

Author : Florence Kennedy
Publisher : Routledge
ISBN 13 : 1351924109
Total Pages : 295 pages
Book Rating : 4.3/5 (519 download)

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Book Synopsis Kennedys' Simulations for Negotiation Training by : Florence Kennedy

Download or read book Kennedys' Simulations for Negotiation Training written by Florence Kennedy and published by Routledge. This book was released on 2017-05-15 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: Improving negotiation skills has become an important part of the development of any manager or supervisor. But writing negotiating simulations that are effective can be a hit or miss exercise for any busy trainer. This manual provides you with a set of 24 detailed and proven simulations (and six negotiation 'cases') involving scenarios for purchasing, selling, industrial relations, disputed invoices, change management, problem solving and contract negotiation. The simulations are graded 'basic', 'intermediate' or 'advanced' and provide scenarios suitable for managers wishing to improve negotiation skills, whatever their level. Each of the simulations follows Gavin Kennedy's renowned 4-phase 'wants' method of negotiating and includes detailed trainer's notes and full participant's briefs. In the first half of the manual, Professor Kennedy provides guidance on how to prepare for simulations, controlling the exercises, evaluating the outcome and using observers. There is also comprehensive guidance on the 4-phase 'wants' method of negotiating. For this third edition, six completely new simulations are provided to match the changing circumstances of business negotiation, related to the widening readership among trainers in Europe, the Americas, Asia, and Africa. All the simulations have been field-tested by practising negotiation trainers and all are based on real-world experiences and business incidents. There is also a new section ('Negotiation Cases') containing negotiation training materials for small sub-group discussions by participants, who apply the negotiation concepts introduced in the training sessions. This wide-ranging and proven collection of exercises should be extremely useful to anyone responsible for developing negotiation skills as well as to those training in sales, purchasing, people management and problem solving.

Kennedy's Simulations for Negotiation Training

Author : Gavin Kennedy
Publisher : Gower Publishing Company, Limited
ISBN 13 : 9780566077319
Total Pages : 241 pages
Book Rating : 4.0/5 (773 download)

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Book Synopsis Kennedy's Simulations for Negotiation Training by : Gavin Kennedy

Download or read book Kennedy's Simulations for Negotiation Training written by Gavin Kennedy and published by Gower Publishing Company, Limited. This book was released on 1996 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Kennedy on Negotiation

Author : Gavin Kennedy
Publisher : Gower Publishing, Ltd.
ISBN 13 : 9780566073021
Total Pages : 376 pages
Book Rating : 4.0/5 (73 download)

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Book Synopsis Kennedy on Negotiation by : Gavin Kennedy

Download or read book Kennedy on Negotiation written by Gavin Kennedy and published by Gower Publishing, Ltd.. This book was released on 1998 with total page 376 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is a vital skill for every manager. As a result, there are almost as many 'patented' techniques for negotiation as there are managers, each proclaiming to be the definitive route to success. The authors behind these techniques keep their work very much to themselves. Their fundamentally different approaches to negotiation remain in isolation from each other, as if their authors were too polite to contradict others in the field. In most cases, when you are developing your negotiation skills, this leaves you with a stark choice: pick a single technique and ignore the rest. Until now ... Kennedy on Negotiation is an authoritative and comprehensive guide to negotiation skills training and practice. Dr Kennedy uses the well-established 'Four Phases' model as the structure around which he critiques constructively the numerous competing theories and models. Gavin Kennedy's book is everything you would expect from one of the most respected writers on negotiation. It is a readable and reliable guide to all that is best in the various contributions to negotiation training from authors such as John Nash, Walton and McKersie, Atkinson, Nierenberg, Rubin and Brown, Gottschalk, Karass, Fisher and Ury, and many more, including Gavin Kennedy himself.

Strategic Negotiation

Author : Gavin Kennedy
Publisher : Routledge
ISBN 13 : 1351897640
Total Pages : 347 pages
Book Rating : 4.3/5 (518 download)

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Book Synopsis Strategic Negotiation by : Gavin Kennedy

Download or read book Strategic Negotiation written by Gavin Kennedy and published by Routledge. This book was released on 2017-03-02 with total page 347 pages. Available in PDF, EPUB and Kindle. Book excerpt: A first-rate organizational business plan demands an understanding of the dynamics behind remuneration, joint ventures, partnerships, alliances, major contracts; in fact, all of the commercial imperatives that will define success or failure over a five-year (or longer) period. And realizing this plan will involve complex and often multi-level or multi-party negotiations. The scale and context of these negotiations requires a level of strategic awareness because the interests of the parties are more complex, the options more numerous, and the outcomes more critical than at a tactical level. Strategic Negotiation is written for senior executives who provide input to or assessment of their organization's medium or long-term planning process, and who are engaged in implementing any aspects of their organization's plans. Part One focuses on the foundations of strategic negotiation: the commercial imperatives - what the organization must do to restructure and resource its operations to achieve commercial success - and the negotiation strategies associated with each. It also explains the logistics of managing complex public and private sector negotiations. Part Two includes the tools for successful negotiation: bid strategies; techniques for analyzing your position before you start and reassessing it during the negotiation; and the negotiation agenda and how to design and compile it. If you are operating at a senior level where negotiations are, by their nature, high value, complex, multi-level and often multi-party, what better guide than Gavin Kennedy, a long-standing world expert on negotiation, and his book Strategic Negotiation?

Kennedy on Negotiation

Author : Gavin Kennedy
Publisher : Routledge
ISBN 13 : 1351924133
Total Pages : 314 pages
Book Rating : 4.3/5 (519 download)

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Book Synopsis Kennedy on Negotiation by : Gavin Kennedy

Download or read book Kennedy on Negotiation written by Gavin Kennedy and published by Routledge. This book was released on 2017-03-02 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is a vital skill for every manager. As a result, there are almost as many 'patented' techniques for negotiation as there are managers, each proclaiming to be the definitive route to success. The authors behind these techniques keep their work very much to themselves. Their fundamentally different approaches to negotiation remain in isolation from each other, as if their authors were too polite to contradict others in the field. In most cases, when you are developing your negotiation skills, this leaves you with a stark choice: pick a single technique and ignore the rest. Until now ... Kennedy on Negotiation is an authoritative and comprehensive guide to negotiation skills training and practice. Dr Kennedy uses the well-established 'Four Phases' model as the structure around which he critiques constructively the numerous competing theories and models. Gavin Kennedy's book is everything you would expect from one of the most respected writers on negotiation. It is a readable and reliable guide to all that is best in the various contributions to negotiation training from authors such as John Nash, Walton and McKersie, Atkinson, Nierenberg, Rubin and Brown, Gottschalk, Karass, Fisher and Ury, and many more, including Gavin Kennedy himself.

3-D Negotiation

Author : David A. Lax
Publisher : Harvard Business Press
ISBN 13 : 1591397995
Total Pages : 298 pages
Book Rating : 4.5/5 (913 download)

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Book Synopsis 3-D Negotiation by : David A. Lax

Download or read book 3-D Negotiation written by David A. Lax and published by Harvard Business Press. This book was released on 2006 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.

Getting to Yes

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)

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Book Synopsis Getting to Yes by : Roger Fisher

Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

The Outsourcing R&D Toolkit

Author : Peter A. Sammons
Publisher : Gower Publishing, Ltd.
ISBN 13 : 0566083140
Total Pages : 260 pages
Book Rating : 4.5/5 (66 download)

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Book Synopsis The Outsourcing R&D Toolkit by : Peter A. Sammons

Download or read book The Outsourcing R&D Toolkit written by Peter A. Sammons and published by Gower Publishing, Ltd.. This book was released on 2000 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research and Development (R&D) is a key 'factor of production' in the global business environment and yet there can be no doubt that research budgets are under attack as never before. International competitive pressure means that companies, and countries, must innovate or die even though funding is often decreasing. The answer to this dichotomy is to ensure better value for money - and this toolkit will lead you towards that goal. The Outsourcing R&D Toolkit comprehensively covers the strategic and tactical issues necessary for a company to decide whether, and to what extent, to buy in their knowledge-based services. Having done this it then goes on to provide a toolbox of commercial materials to enable better control of external R&D projects. It consists of two main Parts: [ Part I: Buying Research Services - this provides an up-to-date briefing on contract R&D, practices, procedures and pitfalls. It includes 70] learning points which highlight issues particularly important to companies buying-in R&D services. [ Part II: Contract Research Toolbox of template contract and contract management documents including instructions for use: these materials are subtly tailored to the commercial interests of the knowledge buyer and form a contracting system in their own right. They may also be used to benchmark existing company practices and procedures. Buying in R&D services is undoubtedly the way of the future and a core management competence across all industrial sectors. The Outsourcing R&D Toolkit will stop you from being left behind!

The Writers Directory

Author :
Publisher :
ISBN 13 :
Total Pages : 690 pages
Book Rating : 4.:/5 (318 download)

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Book Synopsis The Writers Directory by :

Download or read book The Writers Directory written by and published by . This book was released on 2013 with total page 690 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Handbook of Negotiation and Culture

Author : Michele J. Gelfand
Publisher : Stanford University Press
ISBN 13 : 0804745862
Total Pages : 478 pages
Book Rating : 4.8/5 (47 download)

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Book Synopsis The Handbook of Negotiation and Culture by : Michele J. Gelfand

Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Key Skills Analysis

Author : Lesley Howard
Publisher : Gower Publishing Company, Limited
ISBN 13 :
Total Pages : 156 pages
Book Rating : 4.E/5 ( download)

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Book Synopsis Key Skills Analysis by : Lesley Howard

Download or read book Key Skills Analysis written by Lesley Howard and published by Gower Publishing Company, Limited. This book was released on 2001 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: Focusing upon training and development, this text presents a methodology for analysing the key skills training needs of an organisation. The focus of the manual is on the importance of key skills in relation to the work force.

The SAGE Handbook of Conflict Communication

Author : John G. Oetzel
Publisher : SAGE Publications
ISBN 13 : 1483315428
Total Pages : 1257 pages
Book Rating : 4.4/5 (833 download)

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Book Synopsis The SAGE Handbook of Conflict Communication by : John G. Oetzel

Download or read book The SAGE Handbook of Conflict Communication written by John G. Oetzel and published by SAGE Publications. This book was released on 2013-02-14 with total page 1257 pages. Available in PDF, EPUB and Kindle. Book excerpt: This second edition of the award-winning The SAGE Handbook of Conflict Communication emphasizes constructive conflict management from a communication perspective, identifying the message as the focus of conflict research and practice. Editors John G. Oetzel and Stella Ting-Toomey, along with expert researchers in the discipline, have assembled in one resource the knowledge base of the field of conflict communication; identified the best theories, ideas, and practices of conflict communication; and provided the opportunity for scholars and practitioners to link theoretical frameworks and application tools. Fully updated with the latest research throughout, the second edition offers new chapters on qualitative and quantitative research methods for conflict, intimate partner violence, family dynamics, mental health, negotiation, workplace bullying, healthcare conflict, identity and intercultural conflict, the middle way approach, conflict in the global workplace, the culture-based situational conflict model, community ethics and engagement, spirituality and conflict, and trust in academic-community partnerships.

The Praetorian STARShip : the untold story of the Combat Talon

Author :
Publisher : DIANE Publishing
ISBN 13 : 1428990437
Total Pages : 507 pages
Book Rating : 4.4/5 (289 download)

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Book Synopsis The Praetorian STARShip : the untold story of the Combat Talon by :

Download or read book The Praetorian STARShip : the untold story of the Combat Talon written by and published by DIANE Publishing. This book was released on 2001 with total page 507 pages. Available in PDF, EPUB and Kindle. Book excerpt: Jerry Thigpen's study on the history of the Combat Talon is the first effort to tell the story of this wonderfully capable machine. This weapons system has performed virtually every imaginable tactical event in the spectrum of conflict and by any measure is the most versatile C-130 derivative ever produced. First modified and sent to Southeast Asia (SEA) in 1966 to replace theater unconventional warfare (UW) assets that were limited in both lift capability and speed the Talon I quickly adapted to theater UW tasking including infiltration and resupply and psychological warfare operations into North Vietnam. After spending four years in SEA and maturing into a highly respected UW weapons system the Joint Chief of Staff (JCS) chose the Combat Talon to lead the night low-level raid on the North Vietnamese prison camp at Son Tay. Despite the outcome of the operation the Talon I cemented its reputation as the weapons system of choice for long-range clandestine operations. In the period following the Vietnam War United States Air Force (USAF) special operations gradually lost its political and financial support which was graphically demonstrated in the failed Desert One mission into Iran. Thanks to congressional supporters like Earl Hutto of Florida and Dan Daniel of Virginia funds for aircraft upgrades and military construction projects materialized to meet the ever-increasing threat to our nation. Under the leadership of such committed hard-driven officers as Brenci Uttaro Ferkes Meller and Thigpen the crew force became the most disciplined in our Air Force. It was capable of penetrating hostile airspace at night in a low-level mountainous environment covertly to execute any number of unconventional warfare missions.

What Works

Author : Iris Bohnet
Publisher : Belknap Press
ISBN 13 : 0674089030
Total Pages : 400 pages
Book Rating : 4.6/5 (74 download)

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Book Synopsis What Works by : Iris Bohnet

Download or read book What Works written by Iris Bohnet and published by Belknap Press. This book was released on 2016-03-08 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: Shortlisted for the Financial Times and McKinsey Business Book of the Year Award A Financial Times Best Business Book of the Year A Times Higher Education Book of the Week Best Business Book of the Year, 800-CEO-READ Gender equality is a moral and a business imperative. But unconscious bias holds us back, and de-biasing people’s minds has proven to be difficult and expensive. By de-biasing organizations instead of individuals, we can make smart changes that have big impacts. Presenting research-based solutions, Iris Bohnet hands us the tools we need to move the needle in classrooms and boardrooms, in hiring and promotion, benefiting businesses, governments, and the lives of millions. “Bohnet assembles an impressive assortment of studies that demonstrate how organizations can achieve gender equity in practice...What Works is stuffed with good ideas, many equally simple to implement.” —Carol Tavris, Wall Street Journal “A practical guide for any employer seeking to offset the unconscious bias holding back women in organizations, from orchestras to internet companies.” —Andrew Hill, Financial Times

Kissinger the Negotiator

Author : James K. Sebenius
Publisher : HarperCollins
ISBN 13 : 0062694197
Total Pages : 417 pages
Book Rating : 4.0/5 (626 download)

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Book Synopsis Kissinger the Negotiator by : James K. Sebenius

Download or read book Kissinger the Negotiator written by James K. Sebenius and published by HarperCollins. This book was released on 2018-05-08 with total page 417 pages. Available in PDF, EPUB and Kindle. Book excerpt: Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors—all experienced negotiators—offer a comprehensive examination of one of the most successful dealmakers of all time. Politicians, world leaders, and business executives around the world—including every President from John F. Kennedy to Donald J. Trump—have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts—expertise that holds powerful and enduring lessons. James K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law. Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.

Knowledge Management Toolkit

Author : Karen Giannetto
Publisher : Gower Publishing Company, Limited
ISBN 13 :
Total Pages : 138 pages
Book Rating : 4.3/5 ( download)

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Book Synopsis Knowledge Management Toolkit by : Karen Giannetto

Download or read book Knowledge Management Toolkit written by Karen Giannetto and published by Gower Publishing Company, Limited. This book was released on 2000 with total page 138 pages. Available in PDF, EPUB and Kindle. Book excerpt: Much has already been written on Knowledge Management at a fairly theoretical level. This resource focuses, for the first time, on how to:- communicate the ideas behind Knowledge Management;- conduct a feasibility study within your organization;- prepare a plan for implementing Knowledge Management;- engage and involve everyone in the process;- start work on the changes to your processes, infrastructure and procedures that will help you build and use your corporate knowledge base.If you've been given the responsibility for this process, you will need answers to the 'what, where, why and how' of Knowledge Management that you can use to support your strategy and to communicate both up and down the organization. These are provided in Part I of the Toolkit.Building a successful Knowledge Management process involves changing the culture and systems within your organization, as well as people's behaviour. Part II takes you through the organizational and cultural issues you need to explore prior to developing a project plan. It also includes help on writing a business case and presents the different methods for auditing and locating knowledge within your organization.Finally, Part III contains checklists, activities and sessions that will enable you to crack some of the key issues such as the knowledge audit, the project plan, communication and training.The success of your Knowledge Management strategy at an individual, team and organizational level will depend on the ongoing involvement and commitment of everyone involved. This Toolkit doesn't offer any shortcuts in the process. However, it does offer a varied collection of facts, figures, techniques, checklists and management tools that will help you and your colleagues every step of the way.

Teaching at Its Best

Author : Linda B. Nilson
Publisher : John Wiley & Sons
ISBN 13 : 0470612363
Total Pages : 401 pages
Book Rating : 4.4/5 (76 download)

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Book Synopsis Teaching at Its Best by : Linda B. Nilson

Download or read book Teaching at Its Best written by Linda B. Nilson and published by John Wiley & Sons. This book was released on 2010-04-20 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: Teaching at Its Best This third edition of the best-selling handbook offers faculty at all levels an essential toolbox of hundreds of practical teaching techniques, formats, classroom activities, and exercises, all of which can be implemented immediately. This thoroughly revised edition includes the newest portrait of the Millennial student; current research from cognitive psychology; a focus on outcomes maps; the latest legal options on copyright issues; and how to best use new technology including wikis, blogs, podcasts, vodcasts, and clickers. Entirely new chapters include subjects such as matching teaching methods with learning outcomes, inquiry-guided learning, and using visuals to teach, and new sections address Felder and Silverman's Index of Learning Styles, SCALE-UP classrooms, multiple true-false test items, and much more. Praise for the Third Edition of Teaching at Its BestEveryone veterans as well as novices will profit from reading Teaching at Its Best, for it provides both theory and practical suggestions for handling all of the problems one encounters in teaching classes varying in size, ability, and motivation." Wilbert McKeachie, Department of Psychology, University of Michigan, and coauthor, McKeachie's Teaching TipsThis new edition of Dr. Nilson's book, with its completely updated material and several new topics, is an even more powerful collection of ideas and tools than the last. What a great resource, especially for beginning teachers but also for us veterans!" L. Dee Fink, author, Creating Significant Learning ExperiencesThis third edition of Teaching at Its Best is successful at weaving the latest research on teaching and learning into what was already a thorough exploration of each topic. New information on how we learn, how students develop, and innovations in instructional strategies complement the solid foundation established in the first two editions." Marilla D. Svinicki, Department of Psychology, The University of Texas, Austin, and coauthor, McKeachie's Teaching Tips