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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professional Series) - Softcover
Inhaltsangabe
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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Über die Autorin bzw. den Autor
Gavin Kennedy has authored various 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.
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professional Series)
Verlag:
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
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Nicholas Brealey International, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships
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Nicholas Brealey International, 2006
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships
Verlag:
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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Softcover
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Zustand: Fair. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. In fair condition, suitable as a study 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. Bestandsnummer des Verkäufers 5959190
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals): The Behavioural Approach for Results . (People Skills for Professionals)
Verlag:
Nicholas Brealey Publishing Ltd, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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The New Negotiating Edge
Anbieter: Infinity Books Japan, Tokyo, TKY, Japan
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Paperback. Zustand: Very Good. Gavin Kennedy aims to go beyond tough guy tactics to reveal how people actu ally 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 abo ut it. His thesis is that the two usual modes of negotiating behaviour should be b lended. The "red style" is the use of manipulative tactics and agressive pl oys, 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 ("re d 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 be haviour. "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, b ut it is not a rationale for cynicism. The author sets-out a simplified, 4-phase process of this theory: prepare; debate; propose; and bargain. Bestandsnummer des Verkäufers RWARE0000055926
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The New Negotiating Edge
Anbieter: Kennys Bookshop and Art Galleries Ltd., Galway, GY, Irland
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Zustand: 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. . . . . Bestandsnummer des Verkäufers V9781857882056
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The New Negotiating Edge
Anbieter: Rarewaves.com UK, London, Vereinigtes Königreich
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Paperback. Zustand: 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. 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. Bestandsnummer des Verkäufers LU-9781857882056
Anzahl: 1 verfügbar
Beispielbild für diese ISBN
The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Verlag:
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Gebraucht
Softcover
Anbieter: Wonder Book, Frederick, MD, USA
Verkäuferbewertung 5 von 5 Sternen
Zustand: 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. Bestandsnummer des Verkäufers V10C-03720
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