Articles liés à The New Negotiating Edge: The Behavioral Approach for...
Synopsis
Book by Kennedy Gavin
Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.
Présentation de l'éditeur
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.
Biographie de l'auteur
Gavin Kennedy has authored eleven books on negotiation, which have been translated into numerous languages. He is a professor at Edinburgh Business School and managing director of Negotiate Limited, a training and consulting firm.
Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.
- ÉditeurNicholas Brealey International
- Date d'édition1998
- ISBN 10 1857882008
- ISBN 13 9781857882001
- ReliureRelié
- Langueanglais
- Nombre de pages288
Acheter neuf
Afficher cet article
EUR 58,93
Gratuit expédition vers Etats-Unis
Destinations, frais et délais
Résultats de recherche pour The New Negotiating Edge: The Behavioral Approach for...
Image d'archives
The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Vendeur : WorldofBooks, Goring-By-Sea, WS, Royaume-Uni
Évaluation du vendeur 5 sur 5 étoiles
Paperback. Etat : Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. N° de réf. du vendeur GOR003421506
Quantité disponible : 1 disponible(s)
Image d'archives
The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Vendeur : WorldofBooks, Goring-By-Sea, WS, Royaume-Uni
Évaluation du vendeur 5 sur 5 étoiles
Paperback. Etat : Good. The book has been read but remains in clean condition. All pages are intact and the cover is intact. Some minor wear to the spine. N° de réf. du vendeur GOR003820321
Quantité disponible : 1 disponible(s)
Image d'archives
The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Edité par
Nicholas Brealey International 19/03/1998, 1998
ISBN 10 : 1857882008
ISBN 13 : 9781857882001
Ancien ou d'occasion
Couverture rigide
Vendeur : AwesomeBooks, Wallingford, Royaume-Uni
Évaluation du vendeur 5 sur 5 étoiles
Etat : Very Good. This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. . N° de réf. du vendeur 7719-9781857882001
Quantité disponible : 2 disponible(s)
Image d'archives
New Negotiating Edge
Edité par
Nicholas Brealey Publishing, 1999
ISBN 10 : 1857882008
ISBN 13 : 9781857882001
Ancien ou d'occasion
Couverture rigide
Vendeur : ThriftBooks-Atlanta, AUSTELL, GA, Etats-Unis
Évaluation du vendeur 5 sur 5 étoiles
Hardcover. Etat : Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 1.45. N° de réf. du vendeur G1857882008I4N00
Quantité disponible : 1 disponible(s)
Image d'archives
New Negotiating Edge
Edité par
Nicholas Brealey Publishing, 1999
ISBN 10 : 1857882008
ISBN 13 : 9781857882001
Ancien ou d'occasion
Couverture rigide
Vendeur : ThriftBooks-Dallas, Dallas, TX, Etats-Unis
Évaluation du vendeur 5 sur 5 étoiles
Hardcover. Etat : Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 1.45. N° de réf. du vendeur G1857882008I4N00
Quantité disponible : 1 disponible(s)
Image d'archives
The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Edité par
Nicholas Brealey International 19/03/1998, 1998
ISBN 10 : 1857882008
ISBN 13 : 9781857882001
Ancien ou d'occasion
Couverture rigide
Vendeur : Bahamut Media, Reading, Royaume-Uni
Évaluation du vendeur 5 sur 5 étoiles
Etat : Very Good. Shipped within 24 hours from our UK warehouse. Clean, undamaged book with no damage to pages and minimal wear to the cover. Spine still tight, in very good condition. Remember if you are not happy, you are covered by our 100% money back guarantee. N° de réf. du vendeur 6545-9781857882001
Quantité disponible : 2 disponible(s)
Image d'archives
The New Negotiating Edge: The Behavioral Approach for Results and Relationships (People Skills for Professional Series)
Edité par
Nicholas Brealey Publishing, 1999
ISBN 10 : 1857882008
ISBN 13 : 9781857882001
Neuf
Couverture rigide
Vendeur : The Book Spot, Sioux Falls, MN, Etats-Unis
Évaluation du vendeur 4 sur 5 étoiles
Hardcover. Etat : New. N° de réf. du vendeur Abebooks468609
Quantité disponible : 1 disponible(s)