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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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- VerlagNicholas Brealey International
- Erscheinungsdatum1998
- ISBN 10 1857882059
- ISBN 13 9781857882056
- EinbandTapa blanda
- SpracheEnglisch
- Auflage1
- Anzahl der Seiten288
- Kontakt zum HerstellerNicht verfügbar
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Verlag:
Nicholas Brealey International 19/03/1998, 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 Professional Series)
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ISBN 10: 1857882059
ISBN 13: 9781857882056
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Paperback. Zustand: Very Good. 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. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Bestandsnummer des Verkäufers GOR001211575
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Verlag:
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 (People Skills for Professionals)
Verlag:
Nicholas Brealey International 19/03/1998, 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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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals): The Behavioural Approach for Results . (People Skills for Professionals)
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Nicholas Brealey Publishing Ltd, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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The New Negotiating Edge
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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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