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Item Details
Title: KENNEDY ON NEGOTIATION
By: Gavin Kennedy
Format: Hardback

List price: £145.00
Our price: £130.50
Discount:
10% off
You save: £14.50
ISBN 10: 0566073021
ISBN 13: 9780566073021
Availability: Usually dispatched within 1-3 weeks.
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Stock: Currently 0 available
Publisher: TAYLOR & FRANCIS LTD
Pub. date: 18 December, 1997
Pages: 356
Description: This work is an authoritative guide to negotiation training skills and practice. The author uses the well-established "Four Phases" model as the structure around which he critiques constructively the numerous competing theories and models.
Synopsis: 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.
Illustrations: Illustrations
Publication: UK
Imprint: Gower Publishing Ltd
Returns: Returnable
Some other items by this author:
ADAM SMITH
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ADAM SMITH (PB)
ADAM SMITH'S LOST LEGACY
ADAM SMITH'S LOST LEGACY (HB)
AN AUTHENTIC ACCOUNT OF ADAM SMITH (HB)
AUTHENTIC ACCOUNT OF ADAM SMITH (PB)
BURDEN SHARING IN N. A. T. O. (HB)
CAPTAIN COOK (PB)
ESSENTIAL NEGOTIATION
EVERYTHING IS NEGOTIABLE
EVERYTHING IS NEGOTIABLE
EVERYTHING IS NEGOTIABLE (PB)
KENNEDY ON NEGOTIATION
KENNEDY ON NEGOTIATION
KENNEDY ON NEGOTIATION (PB)
KENNEDYS' SIMULATIONS FOR NEGOTIATION TRAINING (CD)
KENNEDYS' SIMULATIONS FOR NEGOTIATION TRAINING (PB)
MANAGING NEGOTIATIONS (PB)
NEW NEGOTIATING EDGE (PB)
PERFECT NEGOTIATION
PERFECT NEGOTIATION (PB)
PERFECT NEGOTIATION (PB)
PRIVATIZATION OF DEFENCE SUPPLIES (PB)
PROFITABLE NEGOTIATION (PB)
STRATEGIC NEGOTIATION
STRATEGIC NEGOTIATION
STRATEGIC NEGOTIATION (HB)
STRATEGIC NEGOTIATION (PB)
THE ECONOMIST: NEGOTIATION: AN A-Z GUIDE
THE ECONOMIST: NEGOTIATION: AN A-Z GUIDE (PB)

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