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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.
Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.
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 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.
Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.
- EditoreNicholas Brealey Pub
- Data di pubblicazione1998
- ISBN 10 1857882059
- ISBN 13 9781857882056
- RilegaturaCopertina flessibile
- LinguaInglese
- Numero di pagine275
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Da: Wonder Book, Frederick, MD, U.S.A.
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Condizione: 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. Codice articolo V10C-03720
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Editore:
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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Da: SecondSale, Montgomery, IL, U.S.A.
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Condizione: Good. Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Codice articolo 00074412784
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Editore:
Nicholas Brealey International 19/03/1998, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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Da: AwesomeBooks, Wallingford, Regno Unito
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Condizione: 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. . Codice articolo 7719-9781857882056
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Editore:
Nicholas Brealey International, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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Da: Reuseabook, Gloucester, GLOS, Regno Unito
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Paperback. Condizione: Used; Very Good. Dispatched, from the UK, within 48 hours of ordering. Though second-hand, the book is still in very good shape. Minimal signs of usage may include very minor creasing on the cover or on the spine. Codice articolo CHL1534935
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professional Series)
Editore:
John Murray Press, United Kingdom, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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Da: WorldofBooks, Goring-By-Sea, WS, Regno Unito
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Paperback. Condizione: 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. Codice articolo GOR001211575
Quantità: 6 disponibili
Foto dell'editore
The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Editore:
Nicholas Brealey International 19/03/1998, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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Da: Bahamut Media, Reading, Regno Unito
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Condizione: 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. Codice articolo 6545-9781857882056
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The New Negotiating Edge: The Behavioural Approach for Results and Relationships (People Skills for Professionals)
Editore:
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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Da: Michael Lyons, HAGERSTOWN, MD, U.S.A.
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Paperback. Condizione: Good. Codice articolo 4KVIIL000BAG
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The New Negotiating Edge : The Behavioural Approach for Results and Relationships
Editore:
Brealey Publishing, Nicholas, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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Da: Better World Books Ltd, Dunfermline, Regno Unito
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Condizione: Very Good. Ships from the UK. Former library book; may include library markings. Used book that is in excellent condition. May show signs of wear or have minor defects. Codice articolo GRP65464886
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The New Negotiating Edge
Editore:
John Murray Press, US, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
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Paperback
Da: Infinity Books Japan, Tokyo, TKY, Giappone
Valutazione del venditore 3 su 5 stelle
Paperback. Condizione: 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. Codice articolo RWARE0000055926
Quantità: 1 disponibili
Foto dell'editore
The New Negotiating Edge: The Behavioural Approach for Results and Relationships
Editore:
Nicholas Brealey Publishing, 1998
ISBN 10: 1857882059
ISBN 13: 9781857882056
Antico o usato
Brossura
Da: Anybook.com, Lincoln, Regno Unito
Valutazione del venditore 5 su 5 stelle
Condizione: 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. Codice articolo 5959190
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