|
|
. |
Kennedy on Negotiation
Gavin Kennedy
|
25 % DISCOUNT
for
all Members of APS
|
|
[../../../../../gpi/Bannerads/current seminar schedule pointer.htm]
|
|
Join our Network
>>
|
|
|
|
Our mission is to be the preferred supplier of Training and Consultancy
assignments in the markets we serve.
Realising our client customers are our first priority - we believe they
deserve nothing less, as our very existence depends upon them. Our
relentless pursuit of customer satisfaction drives our intention to
deliver a quality service 100% of the time. We will listen, anticipate and
respond to their changing requirements as their business dictates
necessary. More >>
|
|
Can
you establish an APS Branch in your Country ? more ..
|
|
|
Order Here
>>>>>
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.
And 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 an entertaining, 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.
Reviews
'...The book is written in a discursive but readable and entertaining
style, rather as if the author were delivering an informal talk
...Scrupulously fair and leavened by tart humour ... Virtually a business
school course in hardback' Supply Management
'Certain practitioners and authors are widely regarded as ‘gurus’... I
include Gavin Kennedy in this list as the definitive reference on
negotiation skills and his new book amply demonstrates the reasons for
this view. This could be the basic and definitive reference for
negotiators and trainers of negotiation' Training Officer
'Gavin Kennedy's new book is everything you would expect from one of the
most respected writers on negotiation. It is an entertaining, readable and
reliable guide to all that is best..' Commerce and Industry
Contents
Prologue: Negotiation; Decision making; What is negotiation?; Haggling and
horse trading; Promises; Nobody ever saw two dogs negotiate over a bone;
Interests and charity; Nash and the bargaining problem; The real problem
with bargaining; The benefits of bargaining. Dialogue: Negotiation as a
Phased Process; Models of negotiation; Douglas's three phase model;
Gulliver's eight phases; Kennedy's eight-step model; Two modifications;
Phase One - Preparing to Negotiate; Time to prepare; What is this
negotiation about?; What are your interests?; What are the negotiable
issues?; What are your priorities?; What are your negotiating ranges?; The
negotiator's surplus; Tradables; The extended Negotek® PREP Planner;
Introducing power into preparation; What is power?; Dependency and
commitment; Atkinson on power; Preparing the management agenda; Phase Two
- Debating Face to Face; Debate; Behaving badly; Manipulative ploys;
Streetwise?; Power ploys; Verbal ploys; Destructive argument behaviour;
Effective behaviour; The language of negotiation; The art of questioning;
Constructive debate behaviour; Phase Three - Proposing and Bargaining Face
to Face; How important is personality in negotiating?; The personality
styles of negotiators; Psychology and negotiating personalities; A trainer
on personalities; Prisonner's dilemma games; The prime colours of
negotiation; Results versus relationships; The purple principle of
conditionality; The myths of conceding behaviour; Proposing and bargaining
ploys; Go-betweens and red bargainers; Red bargainers in insurance; Red
bargainers in buying; Red bargainers in business; The law and red
bargainers; Difficult negotiators; Power in proposing and bargaining;
Applying Atkinson's power assessment method; Closing the bargaining phase;
Bargaining closes; Agreement; Rational Negotiation?; The lure of
rationality; Common negotiating errors; Simon's simple model; Principled
negotiation; The prescriptions of principled negotiation; Rising above
principle?; The negotiator as mediator. Epilogue: A practitioner's
research agenda?; A perfect negotiation? Appendices: Select bibliography
of work referred to in the text; Exercise on conditionality; Practice
examination; Case study; Essay questions; Notes; Index.
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?
Negotiate Limited
also has a website.
£66.00 / US$114.95 ISBN: 0 566 07302 1 1997 356
pages Hardback
Search Again
Contact us for more information about
this service
info@irishpurchasing.com
www.irishpurchasing.com
|
- Ireland
