Kennedy on Negotiation

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Gower Publishing, Ltd., 1998 - Business & Economics - 340 pages
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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.
 

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Contents

What is negotiation?
5
The real problem with bargaining
17
Negotiation as a Phased Process
27
Kennedys eightstep model
35
Two modifications
42
What is this negotiation about?
48
The negotiators surplus
64
Introducing power into preparation
78
The prime colours of negotiation
177
The myths of conceding behaviour
198
Gobetweens as red bargainers
217
Red bargainers in buying
230
Power in proposing and bargaining
249
Agreement
264
Principled negotiation
278
Rising above principle?
292

Preparing the management agenda
91
Manipulative ploys
104
Destructive argument behaviour
126
The art of questioning
143
Phase Three Proposing and Bargaining Face to Face
157
A perfect negotiation?
306
Exercise on conditionality
319
Index
335
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About the author (1998)

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?

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