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Item Details
| Title:
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NEW NEGOTIATING EDGE
THE BEHAVIORAL APPROACH FOR RESULTS AND RELATIONSHIPS |
| By: |
Gavin Kennedy |
| Format: |
Paperback |
| List price:
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£19.99 |
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We believe that this item is permanently unavailable, and so we cannot source
it.
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| ISBN 10: |
1857882059 |
| ISBN 13: |
9781857882056 |
| Publisher: |
HODDER & STOUGHTON GENERAL DIVISION |
| Pub. date: |
19 March, 1998 |
| Pages: |
286 |
| Description: |
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. |
| Synopsis: |
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. |
| Publication: |
UK |
| Imprint: |
Nicholas Brealey Publishing |
| Returns: |
Returnable |
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