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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professional Series) - Softcover
Synopsis
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 some of what I want ("red style") and I will give you some of what you want ("Blue style")". "Red" is taking behaviour, "blue" is giving behaviour, and "purple" is trading behaviour. "Purple" behaviour deals with people as they are, and not how you assume them to be. It is biased towards how negotiators behave and prefers the evidence of their behaviour to affirmations of their good intentions, but it is not a rationale for cynicism.
The author sets-out a simplified, 4-phase process of this theory: prepare; debate; propose; and bargain.
"synopsis" may belong to another edition of this title.
About the Author
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.
"About this title" may belong to another edition of this title.
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
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Nicholas Brealey International, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals): The Behavioural Approach for Results . (People Skills for Professionals)
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Nicholas Brealey Publishing Ltd, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professional Series)
Published by
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professional Series)
Published by
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Paperback
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The New Negotiating Edge : The Behavioural Approach for Results and Relationships
Published by
Brealey Publishing, Nicholas, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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The New Negotiating Edge : The Behavioural Approach for Results and Relationships
Published by
Brealey Publishing, Nicholas, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Softcover
Seller: Better World Books Ltd, Dunfermline, United Kingdom
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Condition: Good. Ships from the UK. Former library book; may include library markings. Used book that is in clean, average condition without any missing pages. Seller Inventory # GRP18656426
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships
Published by
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
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Condition: Fair. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. In fair condition, suitable as a study copy. Please note the Image in this listing is a stock photo and may not match the covers of the actual item,650grams, ISBN:9781857882056. Seller Inventory # 5959190
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The New Negotiating Edge : The Behavioural Approach for Results and Relationships
Published by
Brealey Publishing, Nicholas, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Softcover
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