2nd Edition
Terry Gillen
Pages: 400 Published: February 2008
ISBN: 1843981823
ISBN13: 9781843981824
Price: £330.00
Member price: £295.00
This title will be delivered within
3 and 5 days
Description
Negotiating, influencing and persuading skills are vital to successful business relationships. Effective relationship skills are not inherent, but they can be learned by everyone, and with the right skills your employees will be better equipped to reach agreements with clients, suppliers or colleagues with less complications and stress.
This toolkit provides all you need to create an effective training course. It provides valuable insights into adapting personal style, maintaining progress through the various phases of the negotiation, and developing skills at handling difficult issues such as conflict. The Toolkit can either be taught on each separate element or as linked skills.
It contains:
29 practical exercises designed to help you develop skills. The exercises can be used for on-the-job training or for incorporating into existing training programmes.
ready-made sample programmes each dealing with a specific issue to guide you through common pitfalls
useful and informative handouts to support the activities and aid understanding
a self-audit to check current skills levels
Information on post-exercise learning processes to sustain transfer of skills to the workplace
All of the tools are provided electronically so that you can customise a training course to suit your own requirements, saving hours of preparation time and allowing your course to remain fresh, engaging and highly professional.
Contents
Commentary
Overview of Exercises
Example Programmes
Handouts
The exercises:
A few fundamentals
The skills you need to succeed
Your interpersonal skills appraisal
Getting closer to the outcome you want
Persuading skills
Persuading skills quiz
Effective probing
The persuasive funnel
Using the right words
Your assertiveness appraisal
Understanding assertive behaviour
Assertive tools
Resisting manipulation
Defusing anger and resolving conflict
Resolving big differences
Acting as arbiter
`Selling` proposals and ideas
Influencing skills
Influencing skills quiz
Understanding body language
Building rapport quickly and easily
Subtle influencing in spoken and written communication
Avoiding inadvertent irritators
Your group skills appraisal
Influencing group discussions
Negotiating skills
Negotiating quiz
Are you a natural negotiator?
Increasing your bargaining power
Getting used to trading
Distinguishing between wants and needs
The supply/value matrix
Resisting negotiating ploys and gambits
About the author(s)
Terry Gillen
Terry is a consultant, trainer and author specialising in subjects that improve people¿s performance, relationships and wellbeing. Working successfully with many well known organisations, writing numerous books and articles and consulting on videos and e-learning programmes, he has helped thousands of people become more assertive. Terry also has an extensive track record of writing excellent material for other Trainers, not only saving them valuable time but providing them with easy-to-use professional tools that make a real impact.
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