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The New Negotiating Edge: The Behavioral 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.
- PublisherNicholas Brealey Publishing
- Publication date1998
- ISBN 10 1857882059
- ISBN 13 9781857882056
- BindingPaperback
- LanguageEnglish
- Number of pages288
- Rating
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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)
Published by
Nicholas Brealey Publishing, 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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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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Nicholas Brealey International 19/03/1998, 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)
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John Murray Press, United Kingdom, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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Seller: WorldofBooks, Goring-By-Sea, WS, United Kingdom
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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: 4 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 19/03/1998, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Used
Softcover
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Condition: Very Good. Shipped within 24 hours from our UK warehouse. Clean, undamaged book with no damage to pages and minimal wear to the cover. Spine still tight, in very good condition. Remember if you are not happy, you are covered by our 100% money back guarantee. Seller Inventory # 6545-9781857882056
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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
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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
Seller: Infinity Books Japan, Tokyo, TKY, Japan
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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
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
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