Negotiation at Work

Table of contents

1. Cover Page
2. Title Page
3. Copyright Page
4. Contents
5. Handouts and Overheads
6. Introduction
   1. The Organization of This Book
   2. The Organization of the Activities
7. Symbols
8. I. Opening Activities
   1. Opening Exercise 1: A Current Negotiation
   2. Opening Exercise 2: Expectations
   3. Opening Exercise 3: Everyone Negotiates
9. II. Planning
   1. Planning Exercise 1: Negotiation Planning
   2. Planning Exercise 2: Behind the Lines
10. III. Creative Thinking
    1. Creative Thinking Exercise 1: The Moffett Picture
    2. Creative Thinking Exercise 2: The Unsold Glasses
11. IV. Negotiation Skills
    1. Skills Exercise 1: Behaviors of the Successful Negotiator
    2. Skills Exercise 2: Self-Evaluation
    3. Skills Exercise 3: Cross-Cultural Negotiation
    4. Skills Exercise 4: Perceptions and Trust
12. V. Negotiating Styles
    1. Negotiating Styles Exercise 1: Defining the Styles
    2. Negotiating Styles Exercise 2: Negotiation Styles Practice—Long Version
    3. Negotiating Styles Exercise 3: Negotiating Styles Practice—Short Version
13. VI. Assertiveness
    1. Assertiveness Exercise 1: Defining Assertiveness
    2. Assertiveness Exercise 2: Practicing Assertiveness
    3. Assertiveness Exercise 3: Being Assertive
14. VII. Questioning Techniques
    1. Questioning Exercise 1: Defining Questions
    2. Questioning Exercise 2: Questioning Techniques
    3. Questioning Exercise 3: Surfacing Intangibles
15. VIII. Ranking Exercises
    1. Ranking Exercise 1: Negotiator Skills
    2. Ranking Exercise 2: Planning
    3. Ranking Exercise 3: Building Trust
16. IX. Surveys
    1. Survey 1: Self-Evaluation
    2. Survey 2: Trust Assessment
17. X. Case Studies
    1. Case 1: The Optometry Shop
    2. Case 2: Purchasing
    3. Case 3: Planning Meeting
    4. Case 4: Meeting Plan
    5. Case 5: The Art Market
    6. Case 6: The Condominium
    7. Case 7: The Antique Car
    8. Case 8: The New Car
    9. Case 9: The Client Meeting
    10. Case 10: The Bid
    11. Case 11: Increasing Overhead
    12. Case 12: Telephone Components
18. XI. Negotiation Transcripts
    1. Transcript 1: The A/V Shop
    2. Transcript 2: Ted and Sandy (1)
    3. Transcript 3: Ted and Sandy (2)
    4. Transcript 4: Chris and Kate
19. XII. General Exercises
    1. General Exercise 1: Negotiation Questionnaire
    2. General Exercise 2: The Melian Dialogue
    3. General Exercise 3: Framing a Problem
    4. General Exercise 4: Fairness and Negotiation
20. XIII. Needs and Interests
    1. Needs and Interests Exercise 1: Needs and Interests Analysis
    2. Needs and Interests Exercise 2: My Needs and Interests
21. XIV. Difficult People
    1. Difficult People Exercise: The Difficult Negotiator
22. XV. Boundary Roles
    1. Boundary Roles Exercise 1: The Boundary Role
    2. Boundary Roles Exercise 2: The Adams’ Paradox
    3. Boundary Roles Exercise 3: Departmental Assessment
23. XVI. Sales Negotiation
    1. Sales Negotiation Exercise 1: Success Factors
    2. Sales Negotiation Exercise 2: Sales Practices Assessment
    3. Sales Negotiation Exercise 3: Features, Advantages, Benefits, Proof
    4. Sales Negotiation Exercise 4: The Approach Piece
    5. Sales Negotiation Exercise 5: Product Knowledge Jeopardy
    6. Sales Negotiation Exercise 6: Give It to Me . . . I Want It!
    7. Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson?
    8. Sales Negotiation Exercise 8: The Sales Presentation Role Play
    9. Sales Negotiation Exercise 9: Selling Skills Inventory
    10. Sales Negotiation Exercise 10: Peer Group Review
24. Appendix: Practice Negotiations
    1. The New Financial Reporting System: DANA KENT
    2. The New Financial Reporting System: LEE STONE
    3. The Alpha Project: CHRIS
    4. The Alpha Project: JIM
25. Index
26. Footnote
    1. ch16
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