The New Negotiating Edge: The Behavioural Approach for Results and Relationships

by Gavin Kennedy

Book Overview

From the bestselling writer on negotation, this is the first book to cover the real-world fundamentals of negotiation. Gavin Kennedy aims to go beyond tough guy tactics to reveal how people actually negotiate. This text is not about what people ought to do, rationally or otherwise - it is about how people really behave and what you can do about it. His thesis is that the two usual modes of negotiating behavior should be blended. The "red style" is...

• Format: Paperback
• Language: English
• ISBN: 1857882059
• ISBN13: 9781857882056
• Release Date: October 1998
• Publisher: Nicholas Brealey Publishing
• Length: 275 Pages
• Weight: 1.20 lbs.
• Dimensions: 0.9" x 7.3" x 9.0"