Items related to Kennedy on Negotiation

Kennedy on Negotiation - Hardcover

Kennedy, Gavin

  • 3.54 out of 5 stars
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9780566073021: Kennedy on Negotiation
Hardcover
ISBN 10: 0566073021 ISBN 13: 9780566073021
Publisher: Routledge, 1997

Synopsis

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.

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About the Author

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?

"About this title" may belong to another edition of this title.

Publisher
Routledge
Publication date
1997
Language
English
ISBN 10 
0566073021
ISBN 13 
9780566073021
Binding
Hardcover
Edition number
1
Number of pages
356
Rating
  • 3.54 out of 5 stars
    28 ratings by Goodreads