The Economist: Negotiation: An A-Z Guide by Gavin Kennedy

The Economist: Negotiation: An A-Z Guide by Gavin Kennedy

Almost every aspect of business - and indeed human life - involves negotiating skills, whether you are striking a deal, organising a team working on a project, seeking a pay rise or a pay-off, or simply settling such important matters as who is going to do the shopping or the household chores. This witty and intelligent guide looks at the theory and practice of negotiating and provides a wealth of illuminating insights into the skills and psychology of negotiation that can make all the difference to how successful you are. Its entries cover such topics, terms and jargon as: Avoidance-avoidance model, Bagatelle, Compromise agreement, Dirty tricks, Expectations, Frontal assault, Guanxi, Hooker's principle, Interpersonal orientation, Killer questions, Listening, Mother Hubbard, Noah's Ark, Offer they must refuse, Pendulum arbitration, Quivering quill, Russian front, Salami, Tit-for-tat, Unconditional offer, Vulnerability, What if?, Yesable proposition, Zeuthen's conflict avoidance model.

It's a very useful book - get one for each of your colleagues and don't breathe a word to your enemies * Diplomat Magazine *

Gavin Kennedy is Emeritus Professor at Heriot-Watt University, Scotland, and the author of several successful books on negotiation, including Everything is Negotiable and Strategic Negotiation.

SKU	Unavailable
ISBN 13	9781846681691
ISBN 10	1846681693
Title	The Economist: Negotiation: An A-Z Guide
Author	Gavin Kennedy
Condition	Unavailable
Binding Type	Paperback
Publisher	Profile Books Ltd
Year published	2009-05-07
Number of pages	272
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
Note	Unavailable