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30%OFFGavin Kennedy - The New Negotiating Edge - 9781857882056 - V9781857882056
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The New Negotiating Edge

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Description for The New Negotiating Edge Paperback. Gavin Kennedy aims to go beyond tough guy tactics to reveal how people actually negotiate. This text is not about what people ought to do, rationally or otherwise - it is about how people really behave and what you can do about it. Series: People Skills for Professionals. Num Pages: 288 pages, Illustrations. BIC Classification: KJM; KJN. Category: (P) Professional & Vocational; (UP) Postgraduate, Research & Scholarly; (UU) Undergraduate. Dimension: 231 x 189 x 15. Weight in Grams: 562.

Gavin Kennedy aims to go beyond tough guy tactics to reveal how people actually negotiate. This text is not about what people ought to do, rationally or otherwise - it is about how people really behave and what you can do about it.

His thesis is that the two usual modes of negotiating behaviour should be blended. The "red style" is the use of manipulative tactics and agressive ploys, whilst the "blue style" is the antidote to this, suggesting the use of principled negotiation and rational problem solving prescriptions. Kennedy presents his "purple style", which says: "give me ... Read more

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Product Details

Publisher
Nicholas Brealey Publishing United Kingdom
Number of pages
288
Format
Paperback
Publication date
1998
Series
People Skills for Professionals
Condition
New
Number of Pages
288
Place of Publication
, United Kingdom
ISBN
9781857882056
SKU
V9781857882056
Shipping Time
Usually ships in 5 to 9 working days
Ref
99-1

About Gavin Kennedy
Gavin Kennedy has authored various books on negotiation, which have been translated into numerous languages. He is a professor at Edinburgh Business School and managing director of Negotiate Limited, a training and consulting firm.

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