Kennedy on Negotiation
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A01=Gavin Kennedy
advanced negotiation techniques for managers
Author_Gavin Kennedy
bargaining
Bargaining Face
Bargaining Phases
Bargaining Problem
bargaining theory
behaviour
behavioural negotiation analysis
Blue Player
Category=KJM
Category=KJMV2
Concessionary Behaviour
conflict resolution
debate
Debate Phase
decision making strategies
Entry Position
Entry Price
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
Exit Positions
Exit Price
Low Priority Issues
MFP
nash
Nash Solution
Negotiable Issues
negotiating
Negotiating Behaviour
negotiation models
phase
Positional Bargaining
power dynamics
Prep
Principled Negotiation
Principled Negotiator
problem
range
RATIONAL NEGOTIATION
Red Behaviour
Red Player
settlement
Settlement Range
solution
TNA
Vice Versa
Product details
- ISBN 9781138263147
- Weight: 453g
- Dimensions: 156 x 234mm
- Publication Date: 15 Nov 2016
- Publisher: Taylor & Francis Ltd
- Publication City/Country: GB
- Product Form: Paperback
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Negotiation is a vital skill for every manager. As a result, there are almost as many 'patented' techniques for negotiation as there are managers, each proclaiming to be the definitive route to success. The authors behind these techniques keep their work very much to themselves. Their fundamentally different approaches to negotiation remain in isolation from each other, as if their authors were too polite to contradict others in the field. In most cases, when you are developing your negotiation skills, this leaves you with a stark choice: pick a single technique and ignore the rest. Until now ... Kennedy on Negotiation is an authoritative and comprehensive guide to negotiation skills training and practice. Dr Kennedy uses the well-established 'Four Phases' model as the structure around which he critiques constructively the numerous competing theories and models. Gavin Kennedy's book is everything you would expect from one of the most respected writers on negotiation. It is a readable and reliable guide to all that is best in the various contributions to negotiation training from authors such as John Nash, Walton and McKersie, Atkinson, Nierenberg, Rubin and Brown, Gottschalk, Karass, Fisher and Ury, and many more, including Gavin Kennedy himself.
Dr Gavin Kennedy is one of the foremost writers and consultants on negotiation training. He is Managing Director of Negotiate Limited, and works personally with clients including The Royal Bank of Scotland, Scottish Enterprise, The Cooperative Wholesale Society, and The National Health Service. He is also Professor at the Edinburgh Business School, Heriot-Watt University. His many publications include: Everything is Negotiable and The Economist Pocket Negotiator, and for Gower, the training manual, Kennedy's Simulations for Negotiation Training and several video training packages, including: Everything is Negotiable, and the award-winning Do We Have A Deal?
