David Hutchins
Gower
Hardback
308
2008
This wide-ranging and proven collection of 30 exercises now updated and with new simulations and cases 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. The simulations are graded ?basic? ?intermediate? or ?advanced? and provide scenarios suitable for managers wishing to improve negotiation skills whatever their level. Professor Kennedy also provides guidance on how to prepare for simulations controlling the exercises evaluating the outcome and using observers together with comprehensive guidance on the 4-phase 'wants' method of negotiating.
Gower
Hardback
308
2008
This wide-ranging and proven collection of 30 exercises now updated and with new simulations and cases 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. The simulations are graded ?basic? ?intermediate? or ?advanced? and provide scenarios suitable for managers wishing to improve negotiation skills whatever their level. Professor Kennedy also provides guidance on how to prepare for simulations controlling the exercises evaluating the outcome and using observers together with comprehensive guidance on the 4-phase 'wants' method of negotiating.