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 behaviour should be blended. The "red style" is the use of manipulative tactics and agressive ploys, whilst the "blue style" is the antidote to this, suggesting the use of principled negotiation and rational problem solving prescriptions. ...
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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 behaviour should be blended. The "red style" is the use of manipulative tactics and agressive ploys, whilst the "blue style" is the antidote to this, suggesting the use of principled negotiation and rational problem solving prescriptions. Kennedy presents his "purple style", which says: "give me some of what I want ("red style") and I will give you some of what you want ("Blue style")". "Red" is taking behaviour, "blue" is giving behaviour, and "purple" is trading behaviour. "Purple" behaviour deals with people as they are, and not how you assume them to be. It is biased towards how negotiators behave and prefers the evidence of their behaviour to affirmations of their good intentions, but it is not a rationale for cynicism. The author sets-out a simplified, 4-phase process of this theory: prepare; debate; propose; and bargain.
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Add this copy of The New Negotiating Edge: the Behavioural Approach for to cart. $9.27, good condition, Sold by Anybook rated 5.0 out of 5 stars, ships from Lincoln, UNITED KINGDOM, published 2006 by Nicholas Brealey International.
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This is an ex-library book and may have the usual library/used-book markings inside. This book has soft covers. In good all round condition. Please note the Image in this listing is a stock photo and may not match the covers of the actual item, 650grams, ISBN: 9781857882056.
Add this copy of The New Negotiating Edge: the Behavioural Approach for to cart. $12.75, poor condition, Sold by Anybook rated 5.0 out of 5 stars, ships from Lincoln, UNITED KINGDOM, published 1998 by Nicholas Brealey.
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This is an ex-library book and may have the usual library/used-book markings inside. This book has soft covers. Clean from markings. In poor condition, suitable as a reading copy. Please note the Image in this listing is a stock photo and may not match the covers of the actual item, 650grams, ISBN: 9781857882056.
Add this copy of The New Negotiating Edge the Behavioural Approach for to cart. $24.40, new condition, Sold by Books2anywhere rated 5.0 out of 5 stars, ships from Fairford, GLOUCESTERSHIRE, UNITED KINGDOM, published 1998 by John Murray Press.
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PLEASE NOTE, WE DO NOT SHIP TO DENMARK. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Please note we cannot offer an expedited shipping service from the UK.
Add this copy of The New Negotiating Edge the Behavioural Approach for to cart. $25.93, new condition, Sold by Paperbackshop International rated 5.0 out of 5 stars, ships from Fairford, GLOS, UNITED KINGDOM, published 1998 by John Murray Press.
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PLEASE NOTE, WE DO NOT SHIP TO DENMARK. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Please note we cannot offer an expedited shipping service from the UK.
Add this copy of The New Negotiating Edge: the Behavioural Approach for to cart. $5.21, good condition, Sold by Goldstone Books rated 4.0 out of 5 stars, ships from Ammanford, CARMS, UNITED KINGDOM, published 1998 by Nicholas Brealey Publishing.
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Good. All orders are dispatched within 1 working day from our UK warehouse. Established in 2004, we are dedicated to recycling unwanted books on behalf of a number of UK charities who benefit from added revenue through the sale of their books plus huge savings in waste disposal. No quibble refund if not completely satisfied.
Add this copy of The New Negotiating Edge to cart. $20.81, new condition, Sold by Kennys.ie rated 4.0 out of 5 stars, ships from Galway, IRELAND, published 1998 by Nicholas Brealey Publishing.
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New. 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. Series: People Skills for Professionals. Num Pages: 288 pages, Illustrations. BIC Classification: KJM; KJN. Category: (P) Professional & Vocational; (UP) Postgraduate, Research & Scholarly; (UU) Undergraduate. Dimension: 231 x 189 x 15. Weight in Grams: 562. 1998. Paperback.....We ship daily from our Bookshop.
Add this copy of The New Negotiating Edge: The Behavioural Approach for to cart. $20.07, new condition, Sold by Booksplease rated 3.0 out of 5 stars, ships from Southport, MERSEYSIDE, UNITED KINGDOM, published 1998 by Nicholas Brealey Publishing.
Add this copy of The New Negotiating Edge: the Behavioural Approach for to cart. $12.27, good condition, Sold by Wonder Book - Member ABAA/ILAB rated 5.0 out of 5 stars, ships from Frederick, MD, UNITED STATES, published 1998 by Nicholas Brealey Publishing.
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Good. Good condition. A copy that has been read but remains intact. May contain markings such as bookplates, stamps, limited notes and highlighting, or a few light stains.
Add this copy of The New Negotiating Edge: the Behavioural Approach for to cart. $17.40, good condition, Sold by Madison Booksellers rated 5.0 out of 5 stars, ships from HAGERSTOWN, MD, UNITED STATES, published 1998 by Nicholas Brealey Publishing.
Add this copy of The New Negotiating Edge: the Behavioural Approach for to cart. $9.61, good condition, Sold by ThriftBooks-Baltimore rated 4.0 out of 5 stars, ships from Halethorpe, MD, UNITED STATES, published 1998 by Nicholas Brealey Publishing.
