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Author : Elizabeth M. Christopher
Publisher :
ISBN 13 :
Total Pages : 200 pages
Book Rating : 4.3/5 ( download)
Download or read book Negotiation Training Through Gaming written by Elizabeth M. Christopher and published by . This book was released on 1991 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Chester L. Karrass
Publisher : Harper Collins
ISBN 13 : 0887307094
Total Pages : 276 pages
Book Rating : 4.8/5 (873 download)
Download or read book Negotiating Game Rev written by Chester L. Karrass and published by Harper Collins. This book was released on 1994-10-07 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Business, You Don't Get What You Deserve, You Get What You Negotiate.Now more than ever, successful people are turning to Karrass and The Negotiating Game. Chester L. Karrass is the leader in the field of negotiation, and more than 260 of the Fortine 500 license the Karrass program.The Negotiating Game will teach you to: recognize that you have more power than you think -- in every negotiation determine the right price and terms at which to sell, and when to close with any customer persuade others to work with you, rather than against you set and meet budgets complete and administer contracts effectively work on and solve problems with people in your organization deal effeciently with service people avoid or, if necessary, break impasses
Author : Andreas Schmid
Publisher : Springer Nature
ISBN 13 : 3658382619
Total Pages : 213 pages
Book Rating : 4.6/5 (583 download)
Download or read book Gamification of Electronic Negotiation Training written by Andreas Schmid and published by Springer Nature. This book was released on 2022-07-15 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: Organisations are involved in various types of negotiation. As digitalisation advances, such business negotiations are to a large extent electronic negotiations. Consequently, dedicated training for such electronic negotiations is important for mastering negotiation skills. The present book develops a new approach for a motivating and improved e-negotiation training by applying gamification, i.e. using game design elements in a non-game context, in order to improve participants' motivation, engagement, and learning outcomes. A negotiation support system used within an e-negotiation training is enhanced with game design elements. The book describes the design process, its theoretical foundations, and the evaluation of the gamified negotiation support system. The final quantitative evaluation shows higher motivation, engagement and better learning outcomes for participants in the gamified training compared to a conventional training. Organisations can employ the designed artefact for fundamental and effective e-negotiation training. Additionally, the book provides insights in how to design a gamified system for a particular application context.
Author : David A. Lax
Publisher : Harvard Business Press
ISBN 13 : 1422143449
Total Pages : 304 pages
Book Rating : 4.4/5 (221 download)
Download or read book 3-d Negotiation written by David A. Lax and published by Harvard Business Press. This book was released on 2006-08-24 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.
Author : Michael Watkins
Publisher : Harvard Business Review Press
ISBN 13 : 1633691152
Total Pages : 208 pages
Book Rating : 4.6/5 (336 download)
Download or read book Shaping the Game written by Michael Watkins and published by Harvard Business Review Press. This book was released on 2006-07-10 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Michael D. Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation. In Shaping the Game: The New Leader's Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they undertake: create the most possible value, capture that value for yourself and your company, carefully tend to key relationships, and preserve your reputation. Watkins lays out hands-on strategies for becoming a world-class negotiator, including how to match your negotiation strategy to the situation, influence the perspectives of key counterparts, shape negotiation outcomes in your favor, and create the learning discipline necessary to become a world-class negotiator. Navigating the myriad complex, high-stakes negotiating challenges that confront new leaders, this book provides all the tools readers need to make the right moves up the career ladder—and succeed in those roles once they get there.
Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)
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.
Author : Henry S. Kramer
Publisher : ALM Publishing
ISBN 13 : 9780970597021
Total Pages : 384 pages
Book Rating : 4.5/5 (97 download)
Download or read book Game, Set, Match written by Henry S. Kramer and published by ALM Publishing. This book was released on 2001 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher Fact Sheet Looks at the entire negotiation process from the all-important, but often overlooked, initial planning stages, through opening negotiations, mid-game, end game, & follow up.
Author : Gregor Berz
Publisher : Springer
ISBN 13 : 1137475420
Total Pages : 202 pages
Book Rating : 4.1/5 (374 download)
Download or read book Game Theory Bargaining and Auction Strategies written by Gregor Berz and published by Springer. This book was released on 2016-04-30 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text bridges the gulf between theoretical economic principles of negotiation and auction theory and their multifaceted applications in actual practice. It is intended to be a supplement to the already existing literature, as a comprehensive collection of reports detailing experiences and results of very different negotiations and auctions.
Author : Kyle S Blair
Publisher : Independently Published
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.8/5 (723 download)
Download or read book Developing Conscious Negotiation written by Kyle S Blair and published by Independently Published. This book was released on 2023-12-21 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Prepare to delve headfirst into the art of negotiating! Our author, in "Developing Conscious Negotiation" shares candid insights into what actually functions in the complex realm of deal-making. Here, there are no pretentious outfits or dry theories-just a real person presenting tactics and anecdotes that have passed muster in actual discussions. It is comparable to having coffee with a friend who is an expert negotiator. Have you ever been lost during a negotiation? This book is your manual for deciphering the patterns, revealing cunning strategies, and making every conversation productive and fruitful. These pages are full with practical advice, whether you're handling day-to-day circumstances or conducting business. Therefore, pick up "Developing Conscious Negotiation" if you're tired of the same old negotiating blah blah. This book is more than just a book; it's your personal mentor in the art of negotiation, ready to make you a deal-making legend. Let's make bargaining fantastic!
Author : George J. Siedel
Publisher : Van Rye Publishing, LLC
ISBN 13 : 0990367126
Total Pages : 159 pages
Book Rating : 4.9/5 (93 download)
Download or read book Negotiating for Success: Essential Strategies and Skills written by George J. Siedel and published by Van Rye Publishing, LLC. This book was released on 2014-10-04 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt: We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.
Author : Natalie Züfle
Publisher : GRIN Verlag
ISBN 13 : 3656026416
Total Pages : 7 pages
Book Rating : 4.6/5 (56 download)
Download or read book Putnam Two-level games written by Natalie Züfle and published by GRIN Verlag. This book was released on 2011-10-11 with total page 7 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2009 in the subject Politics - General and Theories of International Politics, grade: 1,2, Free University of Berlin (Center for Global Politics), course: International Negotiation, language: English, abstract: An example of how domestic pressures can influence international preferences. In the case of Germany, domestic reservations of the population towards sending troops to Iraq reduced Schröder’s readiness to cooperate on the international level in the face of nearing elections. Endowed with a small win-set Schröder could refer to internal pressures, hence use a bargaining advantage for receiving concessions from the other side, and thus secure in the first place (his) domestic goals
Author : Arthur A. Slatkin
Publisher : Charles C Thomas Publisher
ISBN 13 : 0398085625
Total Pages : 233 pages
Book Rating : 4.3/5 (98 download)
Download or read book Training Strategies for Crisis and Hostage Negotiations written by Arthur A. Slatkin and published by Charles C Thomas Publisher. This book was released on 2009 with total page 233 pages. Available in PDF, EPUB and Kindle. Book excerpt: Training Strategies for Crisis and Hostage Negotiations was written for trainers who are tasked with providing role play: scenario-driven training that is challenging, novel, interesting, varied, and motivating. A trainer may play a larger role as leader, expert, teacher, coordinator, planner, facilitator, resource manager/librarian, observer/evaluator, talent agent/developer, and as a liaison with local, regional, and national groups. Role play remains the principal resource as the most effective way to train negotiatorsOCoboth novice and experiencedOCoand scenarios can be written in any number of ways, with role plays having endless possible variations that provide needed practice under controlled circumstances. Role play has been employed in numerous and diverse settings in the behavioral sciences, government, military, medicine, and business, affording needed practice under these controlled circumstances. The book observes training plans, goals and objectives, roles of trainers, scenario writing, subjects and realistic guidelines for role players, creative variations for role play practice, plus feedback and evaluation. The author adds knowledge about constructing scenarios that teach and challenge, making role plays more powerful and enlivening. Foundation material is included about the role of the trainer, the trainee, adult learning, and the important process of evaluation and the creative use of role play. In addition to the basic principles and mechanics of training strategies, skill-building exercises are presented, which can be used to serve unique settings and circumstances. The basics of active listening skills, negotiations stratagems, analysis of personality, and training techniques to properly master the basic skills for negotiators at all levels are among the many facets of this resource. The author presents a constant review and application of fundamentals in the negotiation world that has produced successful resolutions and competent, skilled negotiators. For the trainer, negotiator, supervisor, or academy instructor, this manual will be an invaluable training source."
Author : Margarita Llovera Gonzalez
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (112 download)
Download or read book Use of Simulation Games to Learn Negotiations in Project Business written by Margarita Llovera Gonzalez and published by . This book was released on 2013 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation and negotiation skills have an important role in project business, therefore it's essential to teach the future project management professionals in order to achieve the skills and be prepared to the actual globalizing world. The purpose of this thesis is to create a simulation game in order to be able to teach these negotiation skills in a classroom environment. The approach of this research is use the literature review about the effectively of using games for teaching and how to design a game with educational purposes in order to create a useful and motivating game. In addition, the negotiation analysis approach and all the qualities that a negotiator need in the different phases of the project are studied. Based on the results of the literature review, a definition and implementation of a project simulation game is created. The results of this thesis present a way to effectively teach the skills that a negotiator need through a simulation game. The game can be used in project management educators, and the process of designing the game can be repeated for other subjects besides project negotiation.
Author : Elizabeth M. Christopher
Publisher :
ISBN 13 :
Total Pages : 216 pages
Book Rating : 4.0/5 ( download)
Download or read book Leadership Training Through Gaming written by Elizabeth M. Christopher and published by . This book was released on 1987 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Kevin Greene
Publisher :
ISBN 13 : 9781719588812
Total Pages : 196 pages
Book Rating : 4.5/5 (888 download)
Download or read book Breakthrough Negotiating written by Kevin Greene and published by . This book was released on 2018-09-07 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: After acting as his own agent and negotiating his own professional football contract with the New York Jets, Kevin Greene quickly realized the importance of effective negotiating skills. Since then Kevin has trained over 20,000 business professionals in negotiating skills and provided strategic coaching on over $1B worth of high-stakes negotiations. Kevin's clients have included Abbott Laboratories, A.G. Edwards, The American Cancer Society, Anheuser-Busch, Anthem, Bell-Aliant, BJC Health System, Blue Cross, Caterpillar, The Cleveland Clinic, Cydcor, Ecolab, Flight-Safety, Federated, G.E., Hill-Rom, J.D. Irving, JELD-WEN, Kent Building Supplies, Kindred, Meyer, Rocky Mountain Rail Tours, Smurfit, The NFL Coaches Association, Trinity Health, Smurfit, UHHS Cleveland, Xerox, and more!What You'll LearnHow one one secret revelation about negotiating will change everything you thought you knew about negotiating. How to master tension so it doesn't master you. How to become a confident negotiator even if you're currently uncomfortable when negotiating. How to increase your power in any negotiation even when you feel powerless. How to set your negotiating targets and hit them. How to ask questions and otherwise gather information to gain insight. How to position yourself effectively in any negotiation to leverage your unique value. How to ask for more and get it. How to influence others and gain their commitment even when you can't force their compliance. How to say no and get closer to your ideal version of yes. How to turn "win-win" into "gain-gain" to collaboratively solve problems and create new value in any negotiation. How to deal with deadlock and turn impasse into impressive outcomes. How to make smart concessions in your negotiations that move you towards agreement without unnecessarily giving things away. How to change the game and win the game in your next negotiation. How to set the bargaining table before you sit at the bargaining table. How to negotiate with integrity, not trickery. How to avoid leaving relationships on the table and instead use negotiations to build lifetime relationships of value exchange. How to make negotiating an experience you enjoy and look forward to. How to achieve greater overall success, both personally and professionally, one agreement at a time!Who Should Read This Book?Perfect for sellers, buyers, managers, leaders, contract negotiators, healthcare professionals, entrepreneurs, independent agents, ANYONE who wants to negotiate their best deal on ANYTHING! Buy better, sell better, solve better, deal better, gain more cooperation in all areas of life!Bonus ContentIncludes accompanying online video series from Kevin Greene!
Author : Anjum Naweed
Publisher : Springer
ISBN 13 : 3319787950
Total Pages : 419 pages
Book Rating : 4.3/5 (197 download)
Download or read book Intersections in Simulation and Gaming written by Anjum Naweed and published by Springer. This book was released on 2018-04-05 with total page 419 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book constitutes the refereed post-conference proceedings of the 21st Annual Simulation Technology and Training Conference, SimTecT 2016, and the 47th International Simulation and Gaming Association Conference, ISAGA 2016, Held as Part of the First Australasian Simulation Congress, ASC 2016, held in Melbourne, VIC, Australia, in September 2016. The 28 revised full papers included in the volume were carefully reviewed and selected from 55 submissions. They are organized in the following topical sections: Making the grade; Come to think of it; From here to fidelity; The name of the game; and Ahead of the game.
Author : O. C. Tirella
Publisher : ASCE Publications
ISBN 13 :
Total Pages : 112 pages
Book Rating : 4.3/5 (91 download)
Download or read book Win-win Negotiating written by O. C. Tirella and published by ASCE Publications. This book was released on 1993 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tirella and Bates help professionals conduct effective negotiations by showing how to prepare teams for the game, read and interact with the opposition, and, most importantly, to define winning and losing before, during, and after the negotiation.
