The New Negotiating Edge: The Behavioral Approach for Results and Relationships: The Behavioural Approach for Results and Relationships - Rilegato

Kennedy, Gavin

Rilegato

ISBN 10: 1857882008 ISBN 13: 9781857882001

Casa editrice: Nicholas Brealey Pub, 1998

Riassunto

This is the first book to cover the real-world fundamentals of negotiation. The New Negotiating Edge is not about what people ought to do, rationally or otherwise - it's about how people really behave and what you can do about it.
At the core of the book is a new 4-phase process - Prepare, Debate, Propose, and Bargain - and Kennedy applies the behavioral insights gleaned from his vast real-life experience to provide a universal tool-kit for those who negotiate worldwide.

Su questo libro

Descrizione del libro:

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.

L'autore:

Gavin Kennedy is a Professor at Edinburgh Business School, and Managing Director of Negotiate Limited.

Su questa edizione

• Editore: Nicholas Brealey Pub
• Data di pubblicazione: 1998
• ISBN 10: 1857882008
• ISBN 13: 9781857882001
• Rilegatura: Copertina rigida
• Numero di pagine: 275