Synopsis
This guide looks at the theory and practice of negotiating and provides a wealth of illuminating insights into the skills and psychology of negotiation that can make the all the difference to how successful you are. Following an introductory essay on how negotiation has developed, the A-Z covers everything from Add-on and Assumptive close, through Lifeboat clause and Manipulative ploys, all the way to Yesable proposition and Zeuthen's conflict avoidance model. Appendices include information on training resources and suggestions for further reading.
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About the Authors
Gavin Kennedy is Emeritus Professor at Heriot-Watt University, Scotland, and the atuhor several successful books on negotiation, includingEverything is Negotiable and The Perfect Negotiation.
Gavin Kennedy is an authority on negotiation. He is a professional fellow at Edinburgh Business School and has been helping people negotiate for years through his consultancy called Negotiate. He has worked with many blue-chip organizations in the public and private sectors worldwide, including the United States and Canada. He lives in London.
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