Negotiate in a business environment
Find and read chapter one ‘The power of persuasion’, chapter two ‘Being a good listener’, and chapter four ‘Mind your body language’ in ‘Persuasion: the art of influencing people’ by James Borg, published by Pearson, 2013. NB You should be able to borrow this book from your local library or it may be available online as an electronic version.
Table of Contents
- Tutorial Video
- Reading Materials
- ‘The Art of Negotiating’ webpage from the Entrepreneur website.
- ‘Pre-negotiation strategy check list (part 1)’ article from The Negotiation Experts website.
- ‘Pre-negotiation check list (part2)’ article from The Negotiation Experts website.
- ‘Mastering business negotiation: A working guide to making deals and resolving conflict’ by Roy Lewicki and Alexander Hiam, published by John Wiley and Sons, 2010.
- Presentation
- Good Practice Example
- Interactive Quiz
- Evidence Opportunities
- Extended Learning
- Click to read 'A simple chart that will help you get the most out of every negotiation’ on the Forbes website.
- Click to to read this article ‘Overcoming cultural barriers in negotiations and the importance of communication in international business deals’ from the Harvard Law School.
- Find and read chapter one ‘The power of persuasion’, chapter two ‘Being a good listener’, and chapter four ‘Mind your body language’ in ‘Persuasion: the art of influencing people’ by James Borg, published by Pearson, 2013. NB You should be able to borrow this book from your local library or it may be available online as an electronic version.
- Find and read chapter one ‘The new yardstick’, chapter four ‘The inner rudder’, and chapter seven ‘Social radar’ in ‘Working with emotional intelligence’ by Daniel Goleman, published by Bantam Books, 2008. NB You should be able to borrow this book from your local library or it may be available online as an electronic version.
- Search on the internet for information about the Consumer Rights Act 2015.
- Extended Learning
- Extended Learning
- Think And Challenge
- Click to read this case study about badly executed ‘win-win’ negotiations.
- Why do you think the negotiation between Management and Union Labour broke down? If you were going to conduct the same negotiation, how would you prepare and execute the negotiation differently?
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