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The New Negotiating Edge: The Behavioral Approach for Results and Relationships (People Skills for Professional Series) - Softcover
Synopsis
Gavin Kennedy, a successful negotiation consultant with three decades of experience, outlines a new approach to diplomatic and effective ways to achieve negotiating goals while building and maintaining strong relationships. He asserts that most people are either "red" negotiators, aggressive and hard-line, or "blue" negotiators, passive and overly conciliatory. Kennedy proposes a middle ground, or "purple" style of negotiation, that utilizes the benefits of the red and blue styles and tempers the weaknesses of both for optimum business success. Kennedy discusses the typical characteristics of red and blue negotiators, the relationship between negotiation and culture, resolving conflict in negotiation and incorporating purple behaviors into the four steps of the negotiation process. Also included are self-assessment tools for determining your preferred negotiation styles in each of the four stages so that you can work on making your individual skills purple and, thus, as effective as possible. The New Negotiating Edge is an essential reference, not just for the business world, but for all interpersonal communication, whether in the context of global diplomacy, the workplace or personal relationships.
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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.
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Published by
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Softcover
Seller: Wonder Book, Frederick, MD, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Good condition. A copy that has been read but remains intact. May contain markings such as bookplates, stamps, limited notes and highlighting, or a few light stains. Seller Inventory # V10C-03720
Quantity: 2 available
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Published by
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Softcover
Seller: SecondSale, Montgomery, IL, U.S.A.
Seller rating 4 out of 5 stars
Condition: Good. Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00074412784
Quantity: 2 available
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Seller: AwesomeBooks, Wallingford, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals) This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Seller Inventory # 7719-9781857882056
Quantity: 2 available
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Published by
Nicholas Brealey International, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Paperback
Seller: Reuseabook, Gloucester, GLOS, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: Used; Very Good. Dispatched, from the UK, within 48 hours of ordering. Though second-hand, the book is still in very good shape. Minimal signs of usage may include very minor creasing on the cover or on the spine. Seller Inventory # CHL1534935
Quantity: 1 available
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professional Series)
Published by
John Murray Press, United Kingdom, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Paperback
Seller: WorldofBooks, Goring-By-Sea, WS, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. 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. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Seller Inventory # GOR001211575
Quantity: 2 available
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Published by
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Paperback
Seller: Michael Lyons, HAGERSTOWN, MD, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Good. Seller Inventory # 4KVIIL000BAG
Quantity: 2 available
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Seller: Bahamut Media, Reading, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Seller Inventory # 6545-9781857882056
Quantity: 2 available
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The New Negotiating Edge
Seller: Infinity Books Japan, Tokyo, TKY, Japan
Seller rating 3 out of 5 stars
Paperback. Condition: Very Good. Gavin Kennedy aims to go beyond tough guy tactics to reveal how people actu ally 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 abo ut it. His thesis is that the two usual modes of negotiating behaviour should be b lended. The "red style" is the use of manipulative tactics and agressive pl oys, 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 ("re d 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 be haviour. "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, b ut it is not a rationale for cynicism. The author sets-out a simplified, 4-phase process of this theory: prepare; debate; propose; and bargain. Seller Inventory # RWARE0000055926
Quantity: 1 available
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships
Published by
Nicholas Brealey International, 2006
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Softcover
Seller: Anybook.com, Lincoln, United Kingdom
Seller rating 5 out of 5 stars
Condition: Good. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. In good all round condition. 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 # 8577935
Quantity: 1 available
Stock Image
The New Negotiating Edge: The Behavioural Approach for Results and Relationships
Published by
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Softcover
Seller: Anybook.com, Lincoln, United Kingdom
Seller rating 5 out of 5 stars
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
Quantity: 1 available