Do We Have A Deal?

Publication Date	May 2008
Publisher	Ashgate Publishing
Product Type	DVD
Pages
ISBN Number	9780347600033
Product Code	ASH00134

Price

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CD-ROM £295 ($551 | €374)

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Summary

A practical training DVD on effective negotiating for all managers based on Gavin Kennedy's 'four-phase' approach to negotiating.

Malcolm and Miriam represent management and staff, respectively, as they try - initially without success - to negotiate equitable terms for the forthcoming office move. With help from two colleagues they experience and learn how to prepare, debate, propose and bargain their way to a win-win solution.

Gavin Kennedy's proven, simple and highly effective negotiating techniques are delivered in an entertaining drama that will capture your people's imagination and develop their negotiating skills.

The four-phase model:

prepare - negotiation can't begin until each party knows what they want
debate - discovering the other side's 'wants' takes up to 80% of the negotiation
propose - each side signals what 'wants' they could trade
bargain - the parties state the specific 'wants' each will trade.

Duration: 25 minutes

Content

Support Material:
A Trainer's Guide provides information and guidance on holding a course on negotiation
It contains advice on training, an outline course structure and help with the devising and running of negotiating simulations
A model simulation is provided along with notes on handling a debriefing session
The Negotiator's Notebook provides training course participants with the basic steps of a negotiation and offers valuable help and assistance for those entering negotiations in a variety of situations.