The New Negotiating Edge : The Behavioural Approach for Results and Relationships
Book Details
Format
Paperback / Softback
ISBN-10
1857882059
ISBN-13
9781857882056
Publisher
John Murray Press
Imprint
John Murray Business
Country of Manufacture
GB
Country of Publication
GB
Publication Date
Mar 19th, 1998
Print length
288 Pages
Weight
432 grams
Dimensions
23.10 x 18.90 x 1.50 cms
Product Classification:
Management & management techniquesManagement and management techniquesBusiness negotiation
Ksh 3,750.00
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0 in stock
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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.
From the bestselling writer on negotation, this is the first book to cover the real-world fundamentals of negotiation.
His thesis is that the two usual modes of negotiating behavior should be blended. The "red style" is the use of manipulative tactics and aggressive 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 behavior, "blue" is giving behavior, and "purple" is trading behavior.
"Purple" behavior 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 behavior to affirmations of their good intentions, but it is not a rationale for cynicism. Purple behavior responds to and nurtures reciprocated purple behavior and play strict tit-for-tat behavioral strategies that are open, learnable, certain and "nice."
The author sets-out a simplified, 4-phase process of this theory - prepare, debate, propose, and bargain - and applies the behavioral insights gleaned from his vast real-life experience to provide a universal tool-kit for those who negotiate worldwide.
The author sets-out a simplified, 4-phase process of this theory - prepare, debate, propose, and bargain - and applies the behavioral insights gleaned from his vast real-life experience to provide a universal tool-kit for those who negotiate worldwide.
Get The New Negotiating Edge by at the best price and quality guaranteed only at Werezi Africa's largest book ecommerce store. The book was published by John Murray Press and it has pages.
