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Handouts and Overheads > Handouts and Overheads - Pg. x

Handouts and Overheads 39. Case Study 8: The New Car ................................................................................................................. 40. Case Study 9: The Client Meeting........................................................................................................ 41. Case Study 10: The Bid ........................................................................................................................ 42. Case Study 11: Increasing Overhead ................................................................................................... 43. Case Study 12: Telephone Components ............................................................................................. 44. Transcript 1: The A/V Shop ................................................................................................................. 45. Transcript 2: Ted and Sandy (1) .......................................................................................................... 46. Transcript 3: Ted and Sandy (2) .......................................................................................................... 47. Transcript 4: Chris and Kate ................................................................................................................ 48. General Exercise 1: Questionnaire--Negotiation ............................................................................... 49. General Exercise 2: Worksheet--The Melian Dialogue ..................................................................... 50. Needs and Interests Exercise 1: Worksheet--Analysis ....................................................................... 51. Needs and Interests Exercise 2: Worksheet--"Audience"Analysis .................................................... 52. Needs and Interests Exercise 2: Worksheet--"Audiences" and Negotiation ..................................... 53. Difficult People Exercise: Worksheet--Personality Profile ................................................................ 54. Difficult People Exercise: Observer Sheet: Difficult Negotiator......................................................... 55. Boundary Roles Exercise 1: Worksheet--The Boundary Role........................................................... 56. Boundary Roles Exercise 2: Worksheet--The Adams' Paradox......................................................... 57. Boundary Roles Exercise 3: Worksheet--Departmental Assessment ................................................ 58. Sales Negotiation Exercise 1: Pre-Work--Success Factors ................................................................. 59. Sales Negotiation Exercise 2: Sales Practices Assessment .................................................................. 161 165 169 173 177 185­190 193­194 197­199 203­205 211­213 219­222 237 241 243 249 251 257 261 265­266 271­272 275­276