Gavin Kennedy

Kennedy on Negotiation (eBook, PDF)

• Format: PDF

Produktbeschreibung

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.

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Produktdetails

• Verlag: Taylor & Francis eBooks
• Seitenzahl: 356
• Erscheinungstermin: 2. März 2017
• Englisch
• ISBN-13: 9781351924146
• Artikelnr.: 47954790

Autorenporträt

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.