Kennedys Simulations for Negotiation Training
Ashgate Publishing, March 2007, Pages: 324
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 negotiating 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 Kennedys renowned 4-phase wants method of negotiating and includes detailed trainers notes and full participants 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 around the world 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.
About the Author/Editor
Professor Gavin Kennedy, founder of Negotiate, has authored eleven books on negotiation, several now in their third editions and with others translated into Finnish, Swedish, Romanian, Greek, Dutch, German, Italian, Spanish, Portuguese, Chinese, Japanese, Hebrew, Arabic, and Indonesian. His daughter, Florence, is Managing Director of Negotiate.
Preface
Acknowledgements
Index of skills
Index by subject
Introduction
How to use this collection
How to prepare a simulation for negotiation
Coaching with simulations and cases
The Simulations
Basic: Car sale
Agency paperwork
Commodities trade
Late delivery
Terms for therms
Right of way
Professional fees
Hospital data.
The Simulations
Intermediate: Mine pumps
Off shore
Stock out
Surgical agency
Hancock Hotel
Consultants
Fashion
Rooms to manoeuvre
M48
Power plant
The Simulations
Advanced: Change management
Inward investment
Protective clothing
Ratho Business School
Best and final bid
IMP. Cases: Airport runway
Absentee
Water dispute
Patel suits you
Lasers
Bank charges
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