Essential Negotiation: An A to Z Guide (The Economist)

by Gavin Kennedy

Book Overview

What one really needs to know to become an effective negotiator, clearly and succinctly written for the layperson and businessperson. ? The Essential A-Z Guides are lively, practical resources for... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 1861975708
• Release Date: September 2004
• Publisher: Bloomberg Press
• Length: 240 Pages
• Weight: 0.55 lbs.
• Dimensions: 8.3" x 0.8" x 5.0"

Customer Reviews

Instructive negotiation dictionary

In the case of this often amusing, alphabetically organized (well, mostly), cross-referenced guide, a dictionary is as instructive as a textbook - although, because of their brevity, some of the definitions are confusing. Gavin Kennedy provides a basic introduction to the topic, then lets his definitions do most of the heavy lifting. He adds a dimension by providing examples from years of real-world experience. The book also stands out because of its European perspective: An appendix lists Europe-based negotiating consultants and trainers. Because of its unusual structure, we recommend this text to both novices, who should probably read it from beginning to end, and experienced negotiators, who can dip into it when they need a reference book to remind them of key terms, strategies and ploys.