Advertisement
| kennedys simulations for negotiation training: Kennedys' Simulations for Negotiation Training Florence Kennedy, 2017-05-15 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 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 Kennedy's renowned 4-phase 'wants' method of negotiating and includes detailed trainer's notes and full participant's 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 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. |
| kennedys simulations for negotiation training: Kennedy's Simulations for Negotiation Training Gavin Kennedy, 1996 |
| kennedys simulations for negotiation training: Kennedy on Negotiation Gavin Kennedy, 2017-03-02 Negotiation is a vital skill for every manager. As a result, there are almost as many 'patented' techniques for negotiation as there are managers, each proclaiming to be the definitive route to success. The authors behind these techniques keep their work very much to themselves. Their fundamentally different approaches to negotiation remain in isolation from each other, as if their authors were too polite to contradict others in the field. In most cases, when you are developing your negotiation skills, this leaves you with a stark choice: pick a single technique and ignore the rest. Until now ... Kennedy on Negotiation is an authoritative and comprehensive guide to negotiation skills training and practice. Dr Kennedy uses the well-established 'Four Phases' model as the structure around which he critiques constructively the numerous competing theories and models. Gavin Kennedy's book is everything you would expect from one of the most respected writers on negotiation. It is a readable and reliable guide to all that is best in the various contributions to negotiation training from authors such as John Nash, Walton and McKersie, Atkinson, Nierenberg, Rubin and Brown, Gottschalk, Karass, Fisher and Ury, and many more, including Gavin Kennedy himself. |
| kennedys simulations for negotiation training: Kennedy on Negotiation Gavin Kennedy, 2017-03-02 Negotiation is a vital skill for every manager. As a result, there are almost as many 'patented' techniques for negotiation as there are managers, each proclaiming to be the definitive route to success. The authors behind these techniques keep their work very much to themselves. Their fundamentally different approaches to negotiation remain in isolation from each other, as if their authors were too polite to contradict others in the field. In most cases, when you are developing your negotiation skills, this leaves you with a stark choice: pick a single technique and ignore the rest. Until now ... Kennedy on Negotiation is an authoritative and comprehensive guide to negotiation skills training and practice. Dr Kennedy uses the well-established 'Four Phases' model as the structure around which he critiques constructively the numerous competing theories and models. Gavin Kennedy's book is everything you would expect from one of the most respected writers on negotiation. It is a readable and reliable guide to all that is best in the various contributions to negotiation training from authors such as John Nash, Walton and McKersie, Atkinson, Nierenberg, Rubin and Brown, Gottschalk, Karass, Fisher and Ury, and many more, including Gavin Kennedy himself. |
| kennedys simulations for negotiation training: Strategic Negotiation Gavin Kennedy, 2007 A first-rate organizational business plan demands an understanding of the commercial imperatives that will define success or failure over a five-year (or longer) period. And realizing this plan will involve complex and often multi-level or multi-party negotiations. Gavin Kennedy, a long-standing world expert on negotiation, provides guidance for senior executives who are involved in such negotiations. Part One focuses on the foundations of strategic negotiation: the commercial imperatives - what the organization must do to restructure and resource its operations to achieve commercial success - and the negotiation strategies associated with each. Part Two includes the tools for successful negotiation: bid strategies; techniques for analyzing your position before you start and reassessing it during the negotiation; and the negotiation agenda and how to design and compile it. |
| kennedys simulations for negotiation training: Getting to Yes Roger Fisher, William Ury, Bruce Patton, 1991 Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement. |
| kennedys simulations for negotiation training: Strategic Negotiation Gavin Kennedy, 2017-03-02 A first-rate organizational business plan demands an understanding of the dynamics behind remuneration, joint ventures, partnerships, alliances, major contracts; in fact, all of the commercial imperatives that will define success or failure over a five-year (or longer) period. And realizing this plan will involve complex and often multi-level or multi-party negotiations. The scale and context of these negotiations requires a level of strategic awareness because the interests of the parties are more complex, the options more numerous, and the outcomes more critical than at a tactical level. Strategic Negotiation is written for senior executives who provide input to or assessment of their organization's medium or long-term planning process, and who are engaged in implementing any aspects of their organization's plans. Part One focuses on the foundations of strategic negotiation: the commercial imperatives - what the organization must do to restructure and resource its operations to achieve commercial success - and the negotiation strategies associated with each. It also explains the logistics of managing complex public and private sector negotiations. Part Two includes the tools for successful negotiation: bid strategies; techniques for analyzing your position before you start and reassessing it during the negotiation; and the negotiation agenda and how to design and compile it. If you are operating at a senior level where negotiations are, by their nature, high value, complex, multi-level and often multi-party, what better guide than Gavin Kennedy, a long-standing world expert on negotiation, and his book Strategic Negotiation? |
| kennedys simulations for negotiation training: Negotiating the Nonnegotiable Daniel Shapiro, 2016-04-19 “One of the most important books of our modern era” –Amb. Jaime de Bourbon For anyone struggling with conflict, this book can transform you. Negotiating the Nonnegotiable takes you on a journey into the heart and soul of conflict, providing unique insight into the emotional undercurrents that too often sweep us out to sea. With vivid stories of his closed-door sessions with warring political groups, disputing businesspeople, and families in crisis, Daniel Shapiro presents a universally applicable method to successfully navigate conflict. A deep, provocative book to reflect on and wrestle with, this book can change your life. Be warned: This book is not a quick fix. Real change takes work. You will learn how to master five emotional dynamics that can sabotage conflict outside your awareness: 1. Vertigo: How can you avoid getting emotionally consumed in conflict? 2. Repetition compulsion: How can you stop repeating the same conflicts again and again? 3. Taboos: How can you discuss sensitive issues at the heart of the conflict? 4. Assault on the sacred: What should you do if your values feel threatened? 5. Identity politics: What can you do if others use politics against you? In our era of discontent, this is just the book we need to resolve conflict in our own lives and in the world around us. |
| kennedys simulations for negotiation training: The First Move Alain Lempereur, Aurelien Colson, 2010-03-02 Time management is essential for successful negotiations. This book helps you do first things first. —Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center This book brings a breakthrough method to lead efficient negotiations. —Yann Duzert, Professor, Foundation Getulio Vargas, Brazil Even if you only implement 5% of this method, your clients will find you more attentive to their needs. —John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices. —Pierre Debaty, Head of the Brussels Training Office, European Parliament Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches. —AJR Groom, University of Kent at Canterbury Whether you negotiate abroad or in your home country, this book is a must. —Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics Many former enemies started thinking and acting differently after having integrated the principles of this book. —Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress This negotiation method makes a difference for business and government leaders, who want to act more responsibly. —Theo Panayotou, Professor, Cyprus International Institute for Management & Harvard Kennedy School of Government |
| kennedys simulations for negotiation training: The Outsourcing R&D Toolkit Peter A. Sammons, 2000 Research and Development (R&D) is a key 'factor of production' in the global business environment and yet there can be no doubt that research budgets are under attack as never before. International competitive pressure means that companies, and countries, must innovate or die even though funding is often decreasing. The answer to this dichotomy is to ensure better value for money - and this toolkit will lead you towards that goal. The Outsourcing R&D Toolkit comprehensively covers the strategic and tactical issues necessary for a company to decide whether, and to what extent, to buy in their knowledge-based services. Having done this it then goes on to provide a toolbox of commercial materials to enable better control of external R&D projects. It consists of two main Parts: [ Part I: Buying Research Services - this provides an up-to-date briefing on contract R&D, practices, procedures and pitfalls. It includes 70] learning points which highlight issues particularly important to companies buying-in R&D services. [ Part II: Contract Research Toolbox of template contract and contract management documents including instructions for use: these materials are subtly tailored to the commercial interests of the knowledge buyer and form a contracting system in their own right. They may also be used to benchmark existing company practices and procedures. Buying in R&D services is undoubtedly the way of the future and a core management competence across all industrial sectors. The Outsourcing R&D Toolkit will stop you from being left behind! |
| kennedys simulations for negotiation training: The Writers Directory , 2013 |
| kennedys simulations for negotiation training: The Handbook of Negotiation and Culture Michele J. Gelfand, Jeanne M. Brett, 2004-07-28 In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research. |
| kennedys simulations for negotiation training: Distance Education for Teacher Training Hilary Perraton, 2002-03-11 Distance education, combining the use of correspondence texts, broadcasting and limited opportunities for face-to-face study, has been used in at least a hundred teacher training programmes over the last 25 years. Distance Education for Teacher Training is the first comparative review of the use of distance education and open learning for the training and upgrading of teachers. The book contains case studies using a broadly common format both to describe and analyse distance teacher training programmes in eleven countries across five continents. The case studies describe the methods used to examine how far the craft of teaching can be studied at a distance. Using a standardised microeconomic framework, they provide unique data on the comparative costs of training teachers by distance and conventional methods. The authors then draw general conclusions about the advantages and drawbacks of using distance education or open learning, about the conditions for success, and about comparative effects and costs. Distance Education for Teacher Training will be of value to all concerned with teacher education, whether in developing or industrialised countries, and to those working in and planning for distance education and open learning. |
| kennedys simulations for negotiation training: Kennedy's Negotiating Simulations Gavin Kennedy, 1993 |
| kennedys simulations for negotiation training: Confronting the Challenges of Participatory Culture Henry Jenkins, 2009-06-05 Many teens today who use the Internet are actively involved in participatory cultures—joining online communities (Facebook, message boards, game clans), producing creative work in new forms (digital sampling, modding, fan videomaking, fan fiction), working in teams to complete tasks and develop new knowledge (as in Wikipedia), and shaping the flow of media (as in blogging or podcasting). A growing body of scholarship suggests potential benefits of these activities, including opportunities for peer-to-peer learning, development of skills useful in the modern workplace, and a more empowered conception of citizenship. Some argue that young people pick up these key skills and competencies on their own by interacting with popular culture; but the problems of unequal access, lack of media transparency, and the breakdown of traditional forms of socialization and professional training suggest a role for policy and pedagogical intervention. This report aims to shift the conversation about the digital divide from questions about access to technology to questions about access to opportunities for involvement in participatory culture and how to provide all young people with the chance to develop the cultural competencies and social skills needed. Fostering these skills, the authors argue, requires a systemic approach to media education; schools, afterschool programs, and parents all have distinctive roles to play. The John D. and Catherine T. MacArthur Foundation Reports on Digital Media and Learning |
| kennedys simulations for negotiation training: Learning Science Through Computer Games and Simulations National Research Council, Division of Behavioral and Social Sciences and Education, Board on Science Education, Committee on Science Learning: Computer Games, Simulations, and Education, 2011-04-12 At a time when scientific and technological competence is vital to the nation's future, the weak performance of U.S. students in science reflects the uneven quality of current science education. Although young children come to school with innate curiosity and intuitive ideas about the world around them, science classes rarely tap this potential. Many experts have called for a new approach to science education, based on recent and ongoing research on teaching and learning. In this approach, simulations and games could play a significant role by addressing many goals and mechanisms for learning science: the motivation to learn science, conceptual understanding, science process skills, understanding of the nature of science, scientific discourse and argumentation, and identification with science and science learning. To explore this potential, Learning Science: Computer Games, Simulations, and Education, reviews the available research on learning science through interaction with digital simulations and games. It considers the potential of digital games and simulations to contribute to learning science in schools, in informal out-of-school settings, and everyday life. The book also identifies the areas in which more research and research-based development is needed to fully capitalize on this potential. Learning Science will guide academic researchers; developers, publishers, and entrepreneurs from the digital simulation and gaming community; and education practitioners and policy makers toward the formation of research and development partnerships that will facilitate rich intellectual collaboration. Industry, government agencies and foundations will play a significant role through start-up and ongoing support to ensure that digital games and simulations will not only excite and entertain, but also motivate and educate. |
| kennedys simulations for negotiation training: Forthcoming Books Rose Arny, 1996-06 |
| kennedys simulations for negotiation training: How I Became a Quant Richard R. Lindsey, Barry Schachter, 2011-01-11 Praise for How I Became a Quant Led by two top-notch quants, Richard R. Lindsey and Barry Schachter, How I Became a Quant details the quirky world of quantitative analysis through stories told by some of today's most successful quants. For anyone who might have thought otherwise, there are engaging personalities behind all that number crunching! --Ira Kawaller, Kawaller & Co. and the Kawaller Fund A fun and fascinating read. This book tells the story of how academics, physicists, mathematicians, and other scientists became professional investors managing billions. --David A. Krell, President and CEO, International Securities Exchange How I Became a Quant should be must reading for all students with a quantitative aptitude. It provides fascinating examples of the dynamic career opportunities potentially open to anyone with the skills and passion for quantitative analysis. --Roy D. Henriksson, Chief Investment Officer, Advanced Portfolio Management Quants--those who design and implement mathematical models for the pricing of derivatives, assessment of risk, or prediction of market movements--are the backbone of today's investment industry. As the greater volatility of current financial markets has driven investors to seek shelter from increasing uncertainty, the quant revolution has given people the opportunity to avoid unwanted financial risk by literally trading it away, or more specifically, paying someone else to take on the unwanted risk. How I Became a Quant reveals the faces behind the quant revolution, offering you?the?chance to learn firsthand what it's like to be a?quant today. In this fascinating collection of Wall Street war stories, more than two dozen quants detail their roots, roles, and contributions, explaining what they do and how they do it, as well as outlining the sometimes unexpected paths they have followed from the halls of academia to the front lines of an investment revolution. |
| kennedys simulations for negotiation training: Gain the Edge! Martin E. Latz, 2004-05-10 A former negotiator for the White House offers a practical nuts-and-bolts guide that takes readers from theory to hands-on techniques on how to negotiate effectively. |
| kennedys simulations for negotiation training: Nurse as Educator Susan B. Bastable, 2007-12-12 Nurse as Educator: Principles of Teaching and Learning for Nursing Practice prepares nurse educators, clinical nurse specialists, and nurse practitioners for their ever-increasing roles in patient teaching, health education, health promotion, and nursing education. Designed to teach nurses about the development, motivational, and sociocultural differences that affect teaching and learning, this text combines theoretical and pragmatic content in a balanced, complete style. The Third Edition of this best-selling text has been updated and revised to include the latest research. Nurse as Educator is used extensively in nursing educations courses and programs, as well as in both institutional and community-based settings. |
| kennedys simulations for negotiation training: Essential Negotiation Gavin Kennedy, 2009-05-27 What one really needs to know to become an effective negotiator, clearly and succinctly written for the layperson and businessperson. The Essential A–Z Guides are lively, practical resources for business and investment professionals, as well as politicians, public servants, and students. Each book contains hundreds of entries that concisely explain the subject’s concept in a handy reference that complements any business library. The complete series includes these four titles: Essential Economics Essential Investment Essential Negotiation Essentials for Board Directors |
| kennedys simulations for negotiation training: Key Skills Analysis Lesley Howard, Rose Taw, 2001 Focusing upon training and development, this text presents a methodology for analysing the key skills training needs of an organisation. The focus of the manual is on the importance of key skills in relation to the work force. |
| kennedys simulations for negotiation training: Knowledge Management Toolkit Karen Giannetto, Anne Wheeler, 2000 Much has already been written on Knowledge Management at a fairly theoretical level. This resource focuses, for the first time, on how to:- communicate the ideas behind Knowledge Management;- conduct a feasibility study within your organization;- prepare a plan for implementing Knowledge Management;- engage and involve everyone in the process;- start work on the changes to your processes, infrastructure and procedures that will help you build and use your corporate knowledge base.If you've been given the responsibility for this process, you will need answers to the 'what, where, why and how' of Knowledge Management that you can use to support your strategy and to communicate both up and down the organization. These are provided in Part I of the Toolkit.Building a successful Knowledge Management process involves changing the culture and systems within your organization, as well as people's behaviour. Part II takes you through the organizational and cultural issues you need to explore prior to developing a project plan. It also includes help on writing a business case and presents the different methods for auditing and locating knowledge within your organization.Finally, Part III contains checklists, activities and sessions that will enable you to crack some of the key issues such as the knowledge audit, the project plan, communication and training.The success of your Knowledge Management strategy at an individual, team and organizational level will depend on the ongoing involvement and commitment of everyone involved. This Toolkit doesn't offer any shortcuts in the process. However, it does offer a varied collection of facts, figures, techniques, checklists and management tools that will help you and your colleagues every step of the way. |
| kennedys simulations for negotiation training: People Management , 1996 |
| kennedys simulations for negotiation training: 32 Activities on Coaching and Mentoring Mike Whittaker, Ann Cartwright, 1997 Coaching and mentoring are popular approaches to developing people and enhancing organizational performance. Yet material that will help coaches and mentors to improve their own practice is still hard to come by. This title in the Gower activity series will be welcomed by anyone looking for guidance.The authors begin by explaining how to set up different types of mentoring programmes. The activities that follow cover every aspect of the subject, from assessing your own mentoring style to 'learning to let go'. There are exercises to enhance skills, and others concerned with understanding the processes involved. Some are designed to be run in groups, some as one-to-one sessions and some as self-study.As with all Gower training manuals, detailed instructions for each activity are supplied, together with ready-to-copy masters of any supporting items. The material in this manual is firmly rooted in the realities of coaching and mentoring, and there is even an index that matches the activities to the problems most commonly encountered.This is a resource that can be recommended for its immediate relevance to managers, trainers, coaches and mentors alike in any type of organization. |
| kennedys simulations for negotiation training: Handbuch Methoden interkultureller Weiterbildung Wolf Rainer Leenen, 2018-12-03 An theoretischen Auseinandersetzungen über interkulturelle Fragen ist kein Mangel; wie man aber theoretisch fundiert und methodisch differenziert interkulturelle Weiterbildungen gestaltet, wird bislang nur am Rande behandelt. Hier setzt dieses Buch an. Es werden nicht nur die wichtigsten methodisch-medialen Ansätze der interkulturellen Weiterbildung und ihre theoretischen Grundlagen vorgestellt. Es werden auch zahlreiche Anwendungsbeispiele und Einsatzszenarien im Zusammenhang mit den für eine professionelle Gestaltung grundlegenden konzeptionellen Überlegungen (kulturtheoretischer und didaktisch-methodischer Art) präsentiert. Allen an interkultureller Bildung und Weiterbildung Interessierte (mit Weiterbildung Befasste, Trainerinnen, Lehrer, Dozentinnen an Hochschulen, Praktiker und Praktikerinnen im interkulturellen Feld) wird zum einen die Breite des Spektrums methodisch-medialer Ansätze und möglicher Anwendungsvarianten eröffnet: Es werden klassische Einsatzszenarien, aber auch ganz ungewöhnliche neue Varianten in der Arbeit mit Fällen bzw. Kritischen Ereignissen, dem Einsatz von Simulationen, der Verwendung von Testverfahren und Selbsteinschätzungsübungen und in der Gestaltung von Präsentationen vorgestellt sowie eine bislang nicht gezeigte Vielfalt von Formen der Verwendung von Bildern und Filmen vorgeführt. Zum anderen ist das Buch aber eben mehr als eine bloße Methodensammlung; Leser und Leserinnen werden angeleitet, im Sinne professionellen Weiterbildungshandelns methodische Entscheidungen in interkulturellen Lehr/Lernkontexten begründet zu treffen. |
| kennedys simulations for negotiation training: The Theory and Practice of Online Learning Terry Anderson, 2008 Neither an academic tome nor a prescriptive 'how to' guide, The Theory and Practice of Online Learning is an illuminating collection of essays by practitioners and scholars active in the complex field of distance education. Distance education has evolved significantly in its 150 years of existence. For most of this time, it was an individual pursuit defined by infrequent postal communication. But recently, three more developmental generations have emerged, supported by television and radio, teleconferencing, and computer conferencing. The early 21st century has produced a fifth generation, based on autonomous agents and intelligent, database-assisted learning, that has been referred to as Web 2.0. The second edition of The Theory and Practice of Online Learning features updates in each chapter, plus four new chapters on current distance education issues such as connectivism and social software innovations.--BOOK JACKET. |
| kennedys simulations for negotiation training: The Praetorian STARShip : the untold story of the Combat Talon , 2001 Jerry Thigpen's study on the history of the Combat Talon is the first effort to tell the story of this wonderfully capable machine. This weapons system has performed virtually every imaginable tactical event in the spectrum of conflict and by any measure is the most versatile C-130 derivative ever produced. First modified and sent to Southeast Asia (SEA) in 1966 to replace theater unconventional warfare (UW) assets that were limited in both lift capability and speed the Talon I quickly adapted to theater UW tasking including infiltration and resupply and psychological warfare operations into North Vietnam. After spending four years in SEA and maturing into a highly respected UW weapons system the Joint Chief of Staff (JCS) chose the Combat Talon to lead the night low-level raid on the North Vietnamese prison camp at Son Tay. Despite the outcome of the operation the Talon I cemented its reputation as the weapons system of choice for long-range clandestine operations. In the period following the Vietnam War United States Air Force (USAF) special operations gradually lost its political and financial support which was graphically demonstrated in the failed Desert One mission into Iran. Thanks to congressional supporters like Earl Hutto of Florida and Dan Daniel of Virginia funds for aircraft upgrades and military construction projects materialized to meet the ever-increasing threat to our nation. Under the leadership of such committed hard-driven officers as Brenci Uttaro Ferkes Meller and Thigpen the crew force became the most disciplined in our Air Force. It was capable of penetrating hostile airspace at night in a low-level mountainous environment covertly to execute any number of unconventional warfare missions. |
| kennedys simulations for negotiation training: Negotiation: Readings, Exercises, and Cases Roy Lewicki, Bruce Barry, David Saunders, 2007 Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires. |
| kennedys simulations for negotiation training: Built to Win Lawrence Susskind, Hallam Movius, 2009-05-05 Companies that consistently negotiate more valuable agreements?in ways that protect key relationships?enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this. In Built to Win, authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of ?training and more training? is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical ?how-to? tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly. |
| kennedys simulations for negotiation training: Special Warfare , 2006 |
| kennedys simulations for negotiation training: Recent Acquisitions Ohio State University. College of Law. Library, 1997 |
| kennedys simulations for negotiation training: Advances in Simulation and Digital Human Modeling Daniel N Cassenti, Sofia Scataglini, Sudhakar L. Rajulu, Julia L. Wright, 2020-06-27 This book presents the latest advances in modeling and simulation for human factors research. It reports on cutting-edge simulators such as virtual and augmented reality, multisensory environments, and modeling and simulation methods used in various applications, including surgery, military operations, occupational safety, sports training, education, transportation and robotics. Based on two AHFE 2020 Virtual Conferences such as the AHFE 2020 Virtual Conference on Human Factors and Simulation and the AHFE 2020 Virtual Conference on Digital Human Modeling and Applied Optimization, held on July 16–20, 2020, the book serves as a timely reference guide for researchers and practitioners developing new modeling and simulation tools for analyzing or improving human performance. It also offers a unique resource for modelers seeking insights into human factors research and more feasible and reliable computational tools to foster advances in this exciting field. |
| kennedys simulations for negotiation training: Perfect Negotiation Gavin Kennedy, 2011-08-31 The ability to negotiate effectively is a vital skill for business and for everyday life. Whether you want to negotiate a business deal, a pay rise – or the price of a new house or car, Perfect Negotiation shows you how to get a better deal every time – and avoid costly mistakes. Perfect Negotiation tells you everything you need to know about the art of negotiation, from what it is, to how to perfect the technique for yourself. Soon you will be able to bargain yourself to success. The Perfect series is a range of practical guides that give clear and straightforward advice on everything from getting your first job to choosing your baby's name. Written by experienced authors offering tried-and-tested tips, each book contains all you need to get it right first time. |
| kennedys simulations for negotiation training: Open World Learning Bart Rienties, Regine Hampel, Eileen Scanlon, Denise Whitelock, 2022-01-25 This book provides state-of-the-art contemporary research insights into key applications and processes in open world learning. Open world learning seeks to understand access to education, structures, and the presence of dialogue and support systems. It explores how the application of open world and educational technologies can be used to create opportunities for open and high-quality education. Presenting ground-breaking research from an award winning Leverhulme doctoral training programme, the book provides several integrated and cohesive perspectives of the affordances and limitations of open world learning. The chapters feature a wide range of open world learning topics, ranging from theoretical and methodological discussions to empirical demonstrations of how open world learning can be effectively implemented, evaluated, and used to inform theory and practice. The book brings together a range of innovative uses of technology and practice in open world learning from 387,134 learners and educators learning and working in 136 unique learning contexts across the globe and considers the enablers and disablers of openness in learning, ethical and privacy implications, and how open world learning can be used to foster inclusive approaches to learning across educational sectors, disciplines and countries. The book is unique in exploring the complex, contradictory and multi-disciplinary nature of open world learning at an international level and will be of great interest to academics, researchers, professionals, and policy makers in the field of education technology, e-learning and digital education. The Open Access version of this book, available at www.taylorfrancis.com, has been made available under a Creative Commons Attribution-Non Commercial-No Derivatives 4.0 license. |
| kennedys simulations for negotiation training: Employee Training and Development Raymond A. Noe, 2005 Seeks to find a balance between research and company practices. This text provides students with a background in the fundamentals of training and development - needs assessment, transfer of training, designing a learning environment, methods, and evaluation. |
| kennedys simulations for negotiation training: Training the 21st Century Police Officer Russell W. Glenn, Barbara Raymond, Dionne Barnes-Proby, Elizabeth Williams, John Christian, 2003-08-08 Restructure the LAPD Training Group to allow the centralization of planning; instructor qualification, evaluation, and retention; and more efficient use of resources. |
| kennedys simulations for negotiation training: Переговоры Гэвин Кеннеди, 2015-02-13 Цитата: Если вы подскакиваете при первом же «рычании», не удивляйтесь, если вашим оппонентам захочется посмотреть, как высоко вы подпрыгнете, если они продолжат «рычать»! Гэвин Кеннеди О чем книга: О ведении переговоров в любых ситуациях. Это увлекательный, доступный и надежный путеводитель по лучшим работам в области обучения переговорному искусству. Используя свой 25-летний опыт переговорщика и бизнес-тренера, Кеннеди критически анализирует самые популярные переговорные практики, помогая читателю взять на вооружение наиболее эффективные из них. Книга рассказывает о том, как подготовиться к предстоящей встрече, как выгодно преподнести свою точку зрения, как вести торги и как сделать процесс переговоров взаимовыгодным для всех участвующих в нем сторон. Почему книга достойна прочтения: • Гэвин Кеннеди — один из самых уважаемых в мире специалистов по переговорам, автор бестселлера «Договориться можно обо всем». • В книге представлены не только методики и техники Кэннеди, но и все лучшее, что наработано в мире по этой теме. • Она научит, как превратить переговоры в эффективный и этичный способ принятия решений и сделать так, чтобы результат сделки был максимально выгодным для вас. Для кого эта книга: Для переговорщиков, тренеров, студентов, а также всех желающих овладеть искусством результативных переговоров. Кто автор: Гэвин Кеннеди — создатель собственной концепции переговорного процесса, один из ведущих специалистов и консультантов в области переговоров. Занимает должность генерального директора Negotiate Limited и лично консультирует клиентов компании, в число которых входят Королевский банк Шотландии и Национальная служба здравоохранения. Кроме того, Кеннеди — профессор школы бизнеса университета Хериота-Уотта (Эдинбург). Автор множества книг о переговорах, среди которых «Договориться можно обо всем» и «Карманный справочник переговорщика», а также видеопособий для дистанционного обучения. |
| kennedys simulations for negotiation training: International Negotiation Victor A. Kremenyuk, 2013-08-12 The first edition of International Negotiation became a best-selling classic in the field of global conflict resolution. This second edition has been substantially revised and updated to meet the challenges of today's complex international community. Developed under the direction of the International Institute for Applied Systems Analysis, this important resource contains contributions from some of the world's leading experts in international negotiation, representing a wide range of nations and disciplines. They offer a synthesis of contemporary negotiation theory, perspectives for understanding negotiation dynamics, and strategies for producing mutually satisfactory and enduring agreements that is particularly relevant in these times. |
| kennedys simulations for negotiation training: Diplomatic Negotiation Paul Meerts, 2015 Diplomatic Negotiation is difficult to grasp, both in practice and in theory. Yet it is important to get to grips with this process, as negotiations between states and in international organizations are the lifeblood of the international body politic. The Charter of the United Nations, for obvious reasons, ranks negotiation as the foremost instrument in the peaceful settlement of inter-state conflicts. Scholars of international relations, however, are still searching for methodologies and theories to explain the outcomes of negotiations by the processes that produce them. This monograph approaches the process of diplomatic negotiation from different angles, while applying a multi-faceted qualitative analysis of case studies from the past and present. It is hoped that a better understanding of negotiation as one of the main tools of diplomacy will help to enhance the effectiveness of this process as an alternative to warfare. Still, negotiation is basically a struggle in the promotion and defence of state interests. It is war by peaceful means. The central proposition of this book is that negotiations between states can only be a viable replacement of the use of violence if they are conducted within a framework of international regimes that set the rules and procedures for negotiation behaviour and mitigate lack of trust. International regimes may take the shape of international organizations, which can force countries to live up to their agreements. Diplomats and political leaders have come to recognize this, as the evolution of diplomacy in the last 400 years testifies. Diplomatic negotiation may be taken as a ceaseless series of attempts to bring more order to the international system. The current demise of the negotiation processes in the Middle East thus demonstrates the failure of the international community to build overarching negotiation structures.--Page 4 of cover. |
Wellington - kennedyslaw.com
Level 1, 12 Jessie Street PO Box 19114 Wellington 6141. View New Zealand page. Wellington Level 1, 12 Jessie Street PO Box 19114 Wellington 6141
New Zealand - Kennedys Law
Mar 6, 2025 · In New Zealand, our dedication to serving the insurance industry means we have developed a high level of expertise in all insurance-related areas especially liability claims, …
Login - Kennedys Case Portal
© 2025 - Virtualfiles Ltd . Client Portal
United Arab Emirates - Kennedys Law
Apr 6, 2025 · United Arab Emirates Established in 2006, Kennedys’ Dubai office is a highly regarded centre for commercial legal advice in the Middle East Region.
Kennedys Law LLP
Kennedys Alumni Network. Our Alumni Programme is designed to keep you connected, inspired, and informed. You'll receive updates from the Firm, news from fellow alumni, and invitations to …
About us - Kennedys Law
Our lawyers handle both contentious and non-contentious matters, and provide a range of specialist legal services, for many industry sectors including insurance and reinsurance, …
Melbourne - Australia - Kennedys Law
Level 9, 360 Elizabeth Street, Melbourne VIC 3000, PO Box 12300 A'Beckett Street, Melbourne VIC 8006, T +61 3 9498 6699, F +61 3 8456 6206
Our people in Scotland - Kennedys Law
See who works in our Scotland offices
Singapore - Kennedys Law
Kennedys Legal Solutions is one of 14 offices and cooperations servicing the Asia Pacific region, with offices in Auckland, Hong Kong, Brisbane, Melbourne, Perth, Sydney and Wellington and …
Our global offices - Kennedys Law
Bogotá Carrera 9 No. 115-06, Piso 28 Edificio Tierra Firme, Oficina 2802 Bogotá, Colombia 110111 (+57) 1 390 5888
Wellington - kennedyslaw.com
Level 1, 12 Jessie Street PO Box 19114 Wellington 6141. View New Zealand page. Wellington Level 1, 12 Jessie Street PO Box 19114 Wellington 6141
New Zealand - Kennedys Law
Mar 6, 2025 · In New Zealand, our dedication to serving the insurance industry means we have developed a high level of expertise in all insurance-related areas especially liability claims, …
Login - Kennedys Case Portal
© 2025 - Virtualfiles Ltd . Client Portal
United Arab Emirates - Kennedys Law
Apr 6, 2025 · United Arab Emirates Established in 2006, Kennedys’ Dubai office is a highly regarded centre for commercial legal advice in the Middle East Region.
Kennedys Law LLP
Kennedys Alumni Network. Our Alumni Programme is designed to keep you connected, inspired, and informed. You'll receive updates from the Firm, news from fellow alumni, and invitations to …
About us - Kennedys Law
Our lawyers handle both contentious and non-contentious matters, and provide a range of specialist legal services, for many industry sectors including insurance and reinsurance, …
Melbourne - Australia - Kennedys Law
Level 9, 360 Elizabeth Street, Melbourne VIC 3000, PO Box 12300 A'Beckett Street, Melbourne VIC 8006, T +61 3 9498 6699, F +61 3 8456 6206
Our people in Scotland - Kennedys Law
See who works in our Scotland offices
Singapore - Kennedys Law
Kennedys Legal Solutions is one of 14 offices and cooperations servicing the Asia Pacific region, with offices in Auckland, Hong Kong, Brisbane, Melbourne, Perth, Sydney and Wellington and …
Our global offices - Kennedys Law
Bogotá Carrera 9 No. 115-06, Piso 28 Edificio Tierra Firme, Oficina 2802 Bogotá, Colombia 110111 (+57) 1 390 5888
