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Kennedys' Simulations for
Negotiation Training
Gavin Kennedy
& Florence Kennedy
3rd Edition,
Gower, 2007
£175 (A4 loose
leaf)
£200 + VAT
(CD-ROM) |
Now in its 3rd
Edition, it will be available on both paper and CD format in March 2007.
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 detailed and proven simulations
involving negotiating scenarios for
purchasing, selling, industrial
relations, disputed invoices, change
management, problem solving and
contract negotiation.
Each of the 24 simulations (of which 9 are new) follows Negotiate’s renowned 4-phase ‘wants’ method of negotiating and includes detailed trainer’s notes and full participants' briefs. The first half of the manual 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.
This wide-ranging and proven
collection of Simulations, Cases and 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. The simulations are graded
‘basic’, ‘intermediate’ or
‘advanced’ and provide scenarios
suitable for managers wishing to
improve negotiation skills, whatever
their level.
The new 3rd edition introduces six
Cases suitable for group and tutor-led discussions on the application
of the skills of negotiation to
business problems, and
for practise in
applying the tools of preparation
and proposal drafting of the
negotiation issues raised in the
Cases. The Cases provide
trainers with proven field-tested
activities to freshen their
negotiation skills training
programmes. Great for revision
sessions too.
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Do We Have a Deal?
Gower 1991
£150 + VAT
(VHS video)
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The latest Negotiate prize winning training video (23 minutes), starring Bill Paterson, which develops the Four Phases of Negotiation into the four questions every negotiator must answer to get a successful deal: 'What Do We Want?' (prepare); What Do They Want?' (debate); 'What Wants Could We Trade?' (propose); 'What Wants Will We trade?' (bargain).
The story line concerns a management's decision to move its head office 40 minutes away from the current site and how unskilled managers who try to force the decision through, or who try to stop the move by arguing, come unstuck until they learn to negotiate. The package consists of the video, and a comprehensive Trainer's Guide. It is the support film for the Negotiate Workshop. |
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Negotiate is
always looking for quality trainers
to join our network. If you
are interested in becoming a
Negotiate Licensed Trainer e-mail
florence@negweb.com or visit our
Licensed Trainer page. |
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