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Negotiation Skills

Free previews, government, education, consultant and non-profit discounts available on select DVD and video programs. Contact us for details.
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50+ Activities to Teach Negotiation

This book contains a variety of fully reproducible exercises to teach and reinforce the skills necessary to be a successful negotiator. Each Activity includes a detailed description of the exercise, the steps to follow, additional resources and lecture notes for the trainer.

Training Objectives

  • Evaluate participant's current negotiation skills
  • Demonstrate behaviors characteristics of successful negotiators
  • Find creative new ways to approach problems
  • Assess how participants deal with conflict
  • Explore boundary role concept and its implications

Activities Cover

  • Planning negotiation
  • Creative thinking
  • Negotiating styles
  • Assertiveness
  • Questioning Techniques
  • Handling difficult people
  • Sales negotiation
  • Training Method

Exercises

  • Self-scoring surveys
  • Negotiation transcripts
  • Case studies

Negotiating for Business Results in an Instant - DVD

Negotiation takes place all the time. It plays a vital role in your everyday business and personal life.

Yet, many people view negotiation as an onerous exercise to be tolerated rather than enjoyed. By viewing the video training program "Negotiation for Business Results" you'll develop the skills necessary to help you become a successful negotiator, and at the same time, learn to enjoy the process along the way.

You'll learn:

  • The fundamental elements of negotiations
  • How to prepare for nearly any kind of negotiation
  • How to outline your negotiating goals
  • How to anticipate what the other side will do and how to react
  • Highly effective negotiation techniques
  • You'll learn to negotiate like a pro!

This enhanced DVD edition of "Negotiating for Business Results" is part of the In An Instant® Business Training Library. It comes complete with a DVD, video tape, closed captioning, audio CD, and a post-test that may be reproduced. It also includes a copy of the book "Negotiation for Business Results" by Judith E. Fisher, which is part of the Business Skills Express Series

Length: 39 minutes.

Preview:

  • Negotiating for Business Results in an Instant - DVD $149.99 [Add to Cart]
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Expanding Personal Influence & Negotiation Skills: Facilitation Kit

Understand Which Strategies To Use When

To succeed in a world of rapid change, strategic alliances, and cross-functional work teams, leaders must possess more than one personal management style. In difficult situations especially those where responsibilities surpass authority and powerful interpersonal skills can make all the difference. In Expanding Personal Influence And Negotiation Skills, participants learn how to build their personal influence and apply negotiation techniques appropriately and effectively.

Skill-Based Program Content

  • Assessing your influence base
  • Choosing influence-gaining actions
  • Identifying ways to enhance your influence
  • Comparing and contrasting influence and negotiation
  • Understanding which influence strategy to use
  • Using position- and person-related approaches
  • Planning for a negotiation
  • Conducting a negotiation
  • Managing negotiation counters
  • Closing the negotiation

Facilitator Kit:
The Expanding Personal Influence And Negotiation Skills Facilitator Kit includes materials listed below and must be purchased to order Participant Kits:

  • Facilitator Guide
  • PowerPoint Presentation
  • Online Tools
  • Participant Kit (See below)

Participant Kit:
Participant materials required to support the training program are available. Each Expanding Personal Influence And Negotiation Skills Participant Kit includes materials listed below:

  • Participant Workbook
  • Expanding Personal Influence & Negotiation Skills: Facilitation Kit $499.99 [Add to Cart]
  • Expanding Personal Influence And Negotiation Skills: Participant Kit $149.99 [Add to Cart]
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The Negotiation Sourcebook, 2nd Edition

The Negotiation Sourcebook, Second Edition focuses on the needs of active negotiators&emdash;those people asked daily to negotiate with vendors, government officials, and others. The articles cover a cross section of these negotiations and will help to fill in the gaps for those situations that your negotiators may have only limited experience in addressing. There are also a number of articles that provide a theoretical framework for the process, since more than technique is needed to be an effective negotiator. Because we do not negotiate in a vacuum but within the context of a relationship, each of these articles leans towards the problem-solving or collaborative approach. Unfortunately, not everyone readily accepts this model.

In An Instant Business Training Library - (6 DVD Set)

The In An Instant® Business Training Library contains six individual courses that have been updated to include new post-tests and closed captioning. Plus, each course in the library comes with a videocassette, DVD, audio CD, book and copies of the post-tests that may be reproduced. The In An Instant Business Training Library contains the following courses:

  • Effective Teamwork (39 minutes)
  • Succeed by Listening (35 minutes)
  • How to Develop Effective Communication Skills (34 minutes)
  • The Power of Customer Service (45 minutes)
  • The New Supervisor: Skills for Success (48 minutes)
  • Negotiating for Business Results (39 minutes)

Each course with video, DVD, audio, book and post-tests (plus closed captioning) is $149.95; however, if you purchase the entire library the cost is $749.75. Save $149.95.

These courses are terrific to start a new training library, or to augment an existing one.

  • In An Instant Business Training Library - (6 DVD Set) $749.99 [Add to Cart]
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Straight Talking: The Art of Assertiveness - DVD

Featuring John Cleese, Peter Capaldi and Jennifer Saunders. Release date: 1991

Free Online Preview

Techniques of assertive behavior are shown in action in a series of different settings from a management meeting to a one-to-one conversation between colleagues.

Straight talking shows that the basic rule of assertive behavior is honesty and that it's usually for fear of the response that honesty is avoided. However, this fear is generally over-exaggerated. The video is highly reassuring on this point for anyone who has doubts about volunteering what they think - even when asked to do so.

It also demonstrates why aggressive behavior doesn't work in the long run and why it's important to establish a negotiating position and stick to it. The benefits

  • Particularly suitable for junior management, sales personnel and purchasing staff
  • The key lessons are explained by a presenter and illustrated by realistic action sequences in a variety of situations
  • Dramatic sequences and subtle humour deliver the messages in a powerful, convincing fashion

Style: Humorous drama

Program includes: DVD or VHS,(27 mins), Meeting break DVD, Course leader's guide, Delegate worksheets on disk, Powerpoint slides/OHPs on disk and Self-study workbook on disk

  • Straight Talking: The Art of Assertiveness - DVD $870.00 [Add to Cart]
  • Straight Talking: The Art of Assertiveness - VHS $870.00 [Add to Cart]
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Insight Inventory Training Manual

In just 20 minutes participants can complete the INSIGHT Inventory and begin bridging communication gaps that are costing your company a fortune.

Key Benefits

  • Irreconcilable differences suddenly seem understandable and productively bridged.
  • Teach participants the ability to "flex" or adapt their style to the situation.
  • Unlike DISC or MBTI, INSIGHT does not force a label or type designation on you.
  • INSIGHT can facilitate virtually any training initiative by exposing root behavioral influences at the most basic level in only 20 minutes!

Key Features

  • Participants can complete and self score the questionnaire in just 20 minutes.
  • Provides both work style and personal style profiles to highlight ones ability to flex their styles according to the environment.
  • Skill building focuses on learning to adapt your own communication style to others with different styles
  • Comprehensive Trainers Guide details the instrument's psychometric properties and provides extensive training application outlines for use in conflict management, stress management, customer service, and leadership.

Description

INSIGHT Inventory has a fast paced approach in an uncomplicated format which can make it the centerpiece of a training program or easy to integrate into an existing curriculum. Easy to use, participants will see results quickly. INSIGHT moves quickly from developing a profile to applying the learning. INSIGHT allows participants to develop a profile and apply what they have learned.

Consultants and trainers alike appreciate the INSIGHT Inventory's ease of use and skill building designed to produce results in a quality psychometric instrument.

INSIGHT can be used for:

  • Team building
  • Conflict and stress management
  • Leadership Training
  • Interpersonal skills, sales and customer service
  • Negotiation skills training.

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Negotiating: Tying the Knot - DVD

Free Online Preview

Wherever two people get together to do a deal, there's the possibility that at least one will end up feeling cheated, angry or resentful, even though both set out believing that they could achieve a solution that would benefit each of them.

The program plots the course of a negotiation from first meeting to successful conclusion, using the analogy of the developing relationship of two people.

In the case of marriage, the aim is not for either side to win but to reach a mutually beneficial arrangement. Stage by stage the main characters negotiate their way to the altar in scenes that illustrate the training points defined by the presenter.

The medium of video is unbeatable for demonstrating the various techniques and body language that can be employed and how emotional behaviour leads to totally unproductive rows. There are also textbook demonstrations of how to deal with threats and ultimatums and to overcome deadlocks.

The benefits

  • Valuable lessons for all staff, especially anyone in regular contact with customers and suppliers
  • Easy-to-understand, well-demonstrated training points
  • Defines and illustrates the three main stages of a negotiation
  • Shows how to establish aims, priorities and bottom lines and which points are subject to negotiation

Program includes: DVD(31 mins, Course leader's guide, Delegate worksheets on disk, Powerpoint slides/OHPs on disk and Self-study workbook on disk

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25 Role Plays to Teach Negotiation, Volume 2

Includes FREE CD with 25 role plays from the popular first volume-50 total role plays!

Updated with 25 new role plays not covered in the first volume, the latest edition of the popular 25 Role Plays to Teach Negotiation will inspire you to think and act like a negotiation expert. If you're a management training and development specialist who needs one or two role-plays to use in a negotiation program, this book's a must. The book provides the opportunity to practice the behaviors used most frequently by successful negotiators-including questioning, clarifying, checking for understanding, summarizing and active listening.

Each of these role plays is based on a unique approach to negotiation embracing three critical concepts:

  • Successful negotiation is not an adversarial process, but a collaborative framework for creative problem-solving
  • The needs and interests of both negotiating parties must be addressed if there is to be a long-term solution
  • Negotiation is an ongoing process, and today's negotiation will affect the long-term relationship between the parties

Try out new behaviors that will help you:

  • Handle situations among co-workers regarding their roles and responsibilities
  • Talk with your employees about their performance
  • Improve relationships between the purchasing staff and internal clients
  • Deal with difficult customers

Sample role-plays:

  • The new project manager
  • The difficult team member
  • The difficult discussion/meeting
  • Engineering changes

  • 25 Role Plays to Teach Negotiation, Volume 2 $149.99 [Add to Cart]
Doing Business in Malaysia - DVD

Malaysia is increasingly important in business, from manufacturing to marketing. But to be profitable here - and avoid costly mistakes - you need proper training. Doing Business in Malaysia is a complete Malaysia business solution. You'll explore this tropical kingdom, where exotic traditions dance in harmony with high-tech innovations. Learn about Malaysia and business customs, and what motivates the gentle people here. Discover how they cherish harmony: show a temper, and your hosts might show you the door. Get the facts on Malaysia business culture and Malaysia business etiquette. Learn why in this society, it's best to emphasize handshakes over contracts.

In this expert training program, you'll receive essential information on dozens of important topics including:

  • Malaysia introduction and greetings
  • effective communication and avoiding costly misunderstandings
  • strategies for Doing Business in Malaysia and negotiation
  • values, traditions and beliefs
  • Malaysia human resources management

Program includes: 46 minute DVD and PDF Download INSTRUCTOR'S GUIDE

Doing Business in Brazil - DVD

To compete in South America's largest market, you need proper training; failure to prepare can lead to damaged relationships and lost business. An essential tool is Doing Business in Brazil. Business culture in Brazil is probably quite different from your own. The people here are outgoing and physical; they celebrate - rather than litigate - gender differences. Discover how in Brazil professional culture, a more casual attitude dictates much of what does - and doesn't - get done; find out how to accomplish your objectives nonetheless. Learn how to persuade and motivate, whether in the boardroom or on the assembly line.

In this complete culture outline of Brazil, you'll get expert answers to dozens of important questions including:

  • What culture does Brazil have?
  • How do I communicate effectively and avoid costly misunderstandings?
  • What are inappropriate business conservation topics in Brazil?
  • What are the negotiation and management styles?

Program Includes: 38 minute DVD and instructor's guide

Doing Business in Singapore - DVD

To survive in global business in Singapore and Southeast Asia, it's essential to have the right skills on how to conduct business in Singapore. With the expert training program Doing Business in Singapore, you'll discover this city-state's mysterious blend of modern business efficiency and ancient superstitious beliefs. Packed with facts on the do's in international business with Singapore, you'll master the business culture of Singapore. For example, you'll learn to recognize the fear of "loss of face," and discover when it's best to do business in the open - and when to go behind closed doors. Find out why you need to forgo your Western individuality to work effectively with the prevailing group mindset.

In this expert training program, you'll receive the answers to dozens of must-know questions such as:

  • What are the cultural taboos and Singapore business etiquette?
  • How to do I communicate effectively and avoid costly misunderstandings?
  • What's the strategy for doing business in Singapore with Chinese?
  • What are the best negotiation techniques?
  • What's the key to success in business management in Singapore?

Program includes: 44 minute DVD and PDF Download INSTRUCTOR'S

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Manager's Library - (10 DVD Set)

Improve your management team with the new Manager's Library. Comprised of 10 DVDs, 10 CD audios, and 10 books, this library will help your managers get the needed jump on the competition.

Your cost $999.50! If you were to buy these programs individually the total would be $1,299.50. Buy the complete library and save $300.00!

The Manager's Library includes the following titles:

  • How to Deal with Cultural Diversity in the Work Place
  • Prevent Sexual Harassment in the Work Place
  • Negotiating for Business Results
  • Succeed by Coaching
  • Empowering Employees
  • How to Supervise People
  • The New Supervisor: Skills for Success
  • Hiring the Best
  • How to Hold Successful Meetings
  • Time Management: Get the Most Out of Your Time

Information about each program may be found under the individual listing on the website.

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From No to Yes (John Cleese) - DVD

Free Preview

This program gives managers the skills of persuasion, vital in running meetings or trying to influence others.

Persuasion is an art that must be learned if the road to agreement is not to be strewn with acrimony or conflict. It's not about being domineering or dismissive, but following a three-stage approach that accounts for everybody's needs: listening actively, explaining your own feelings, and inviting other ideas and building on them. Then agreement follows naturally.

The benefits

  • A vital skill for managers conducting meetings or negotiations
  • Supports courses on management and leadership skills
  • A clear three-stage structure that's memorable and simple to put into practice

Programme includes: DVD or video (27 mins), Briefcase booklet and Discussion guide

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The Four Styles - DVD

Do you want to be a better communicator? You're not alone if you've ever had a tough time getting through to someone.

Do you want to be a better communicator? You're not alone if you've ever had a tough time getting through to someone. One of the biggest problems in business today is getting along with and communicating with others. And it's one of the top reasons why most people are limited in their relationships and limited in their ability to communicate well on or off the job.

Scientific research shows that people communicate, think, and behave differently. But, when large numbers of people were analyzed research has shown that they generally fall into four categories called behavior or communication styles:

  • Supportives
  • Emotives
  • Reflectives
  • Directives

In Part One of this three-part video program you'll learn about these four behavior styles and what's included in them. Part Two teaches you how to identify these styles in others.

Part Three talks about how to change your behavior to better communicate with others - what is called being FLEX-able - able to flex out of your style and into the other person's style.

Do you remember the golden rule? "Do unto others as you would have them do unto you." The golden rule would be great if we were all the same style. But because people are different they want and need to be treated differently.

This program teaches you to become FLEX-able and introduces you to The Platinum Rule - "Do unto others as THEY want to be done unto."

Program Highlights:ul>

  • Learn about the 4 styles
  • Learn to identify the style of others
  • Learn to be FLEX-able, changing your behavior to better communicte with others
  • Pop quizzes throughout the program reinforce learning

    Program includes: 22-minute DVD, Comprehensive Leader's Guide, and 10-pack of Participant Guides