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.
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.
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?
Inhaltsangabe
Contents: Prologue: Negotiation Decision making What is negotiation? Haggling and horse trading Promises Nobody ever saw two dogs negotiate over a bone Interests and charity Nash and the bargaining problem The real problem with bargaining The benefits of bargaining. Dialogue: Negotiation as a Phased Process Models of negotiation Douglas's three phase model Gulliver's eight phases Kennedy's eight-step model Two modifications Phase One - Preparing to Negotiate Time to prepare What is this negotiation about? What are your interests? What are the negotiable issues? What are your priorities? What are your negotiating ranges? The negotiator's surplus Tradables The extended Negotek® PREP Planner Introducing power into preparation What is power? Dependency and commitment Atkinson on power Preparing the management agenda Phase Two - Debating Face to Face Debate Behaving badly Manipulative ploys Streetwise? Power ploys Verbal ploys Destructive argument behaviour Effective behaviour The language of negotiation The art of questioning Constructive debate behaviour Phase Three - Proposing and Bargaining Face to Face How important is personality in negotiating? The personality styles of negotiators Psychology and negotiating personalities A trainer on personalities Prisonner's dilemma games The prime colours of negotiation Results versus relationships The purple principle of conditionality The myths of conceding behaviour Proposing and bargaining ploys Go-betweens and red bargainers Red bargainers in insurance Red bargainers in buying Red bargainers in business The law and red bargainers Difficult negotiators Power in proposing and bargaining Applying Atkinson's power assessment method Closing the bargaining phase Bargaining closes Agreement Rational Negotiation? The lure of rationality Common negotiating errors Simon's simple model Principled negotiation The prescriptions of principled negotiation Rising above principle? The negotiator as mediator. Epilogue: A practitioner's research agenda? A perfect negotiation? Appendices: Select bibliography of work referred to in the text Exercise on conditionality Practice examination Case study Essay questions Notes Index.
Contents: Prologue: Negotiation Decision making What is negotiation? Haggling and horse trading Promises Nobody ever saw two dogs negotiate over a bone Interests and charity Nash and the bargaining problem The real problem with bargaining The benefits of bargaining. Dialogue: Negotiation as a Phased Process Models of negotiation Douglas's three phase model Gulliver's eight phases Kennedy's eight-step model Two modifications Phase One - Preparing to Negotiate Time to prepare What is this negotiation about? What are your interests? What are the negotiable issues? What are your priorities? What are your negotiating ranges? The negotiator's surplus Tradables The extended Negotek® PREP Planner Introducing power into preparation What is power? Dependency and commitment Atkinson on power Preparing the management agenda Phase Two - Debating Face to Face Debate Behaving badly Manipulative ploys Streetwise? Power ploys Verbal ploys Destructive argument behaviour Effective behaviour The language of negotiation The art of questioning Constructive debate behaviour Phase Three - Proposing and Bargaining Face to Face How important is personality in negotiating? The personality styles of negotiators Psychology and negotiating personalities A trainer on personalities Prisonner's dilemma games The prime colours of negotiation Results versus relationships The purple principle of conditionality The myths of conceding behaviour Proposing and bargaining ploys Go-betweens and red bargainers Red bargainers in insurance Red bargainers in buying Red bargainers in business The law and red bargainers Difficult negotiators Power in proposing and bargaining Applying Atkinson's power assessment method Closing the bargaining phase Bargaining closes Agreement Rational Negotiation? The lure of rationality Common negotiating errors Simon's simple model Principled negotiation The prescriptions of principled negotiation Rising above principle? The negotiator as mediator. Epilogue: A practitioner's research agenda? A perfect negotiation? Appendices: Select bibliography of work referred to in the text Exercise on conditionality Practice examination Case study Essay questions Notes Index.
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