Do We Have a Deal?

A practical training DVD on effective negotiating for all managers based on Gavin Kennedy's 'four-phase' approach to negotiating. Malcolm and Miriam represent management and staff, respectively, as they try - initially without success - to negotiate equitable terms for the forthcoming office move. With help from two colleagues they experience and learn how to prepare, debate, propose and bargain their way to a win-win solution. Gavin Kennedy's proven, simple and highly effective negotiating techniques are delivered in an entertaining drama that will capture your people's imagination and develop their negotiating skills. The four-phase model: - prepare - negotiation can't begin until each party knows what they want - debate - discovering the other side's 'wants' takes up to 80% of the negotiation - propose - each side signals what 'wants' they could trade - bargain - the parties state the specific 'wants' each will trade.Film, Gower is the author of 'Do We Have a Deal?', published 2008 under ISBN 9780347600033 and ISBN 0347600034.