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.

About the Author
Dr Gavin Kennedy is one of the foremost writers and consultants on negotiation training. He is Managing Director of Negotiate Limited, and works personally with clients including The Royal Bank of Scotland, Scottish Enterprise, The Cooperative Wholesale Society, and The National Health Service. He is also Professor at the Edinburgh Business School, Heriot-Watt University. His many publications include: Everything is Negotiable and The Economist Pocket Negotiator, and for Gower, the training manual, Kennedy's Simulations for Negotiation Training and several video training packages, including: Everything is Negotiable, and the award-winning Do We Have A Deal?

Reviews
'...The book is written in a discursive but readable and entertaining style, rather as if the author were delivering an informal talk ...Scrupulously fair and leavened by tart humour ... Virtually a business school course in hardback' Supply Management 'Certain practitioners and authors are widely regarded as 'gurus'... I include Gavin Kennedy in this list as the definitive reference on negotiation skills and his new book amply demonstrates the reasons for this view. This could be the basic and definitive reference for negotiators and trainers of negotiation' Training Officer 'Gavin Kennedy's new book is everything you would expect from one of the most respected writers on negotiation. It is an entertaining, readable and reliable guide to all that is best..' Commerce and Industry



Book Information
ISBN 9780566073021
Author Gavin Kennedy
Format Hardback
Page Count 356
Imprint Gower Publishing Ltd
Publisher Taylor & Francis Ltd
Weight(grams) 680g