Kennedy on Negotiation (Hardcover, New Ed)

Negotiation is an important management skill. In this entertaining and readable guide, Gavin Kennedy offers an authoritative and comprehensive guide to negotiation skills training and practice. He critiques the numerous competing theories and frameworks on the basis of the well-established four phases model and identifies the best contributions of other writers as well as his own guidelines. (Kirkus UK)

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.

General

Imprint:	Gower Publishing Ltd
Country of origin:	United Kingdom
Release date:	December 1997
First published:	1997
Authors:	Gavin Kennedy
Dimensions:	234 x 156mm (L x W)
Format:	Hardcover
Pages:	356
Edition:	New Ed
ISBN-13:	978-0-566-07302-1
Categories:	Books > Business & Economics > Business & management > Business negotiation Promotions
LSN:	0-566-07302-1
Barcode:	9780566073021

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