|
Strategic Negotiation
Gavin
Kennedy
Gower 2007
£65 |
A successful
organizational business plan
is an extremely complex
document that demands an
understanding of the dynamics
behind remuneration, joint
ventures, partnerships,
alliances, major contracts; in
fact, all of the commercial
imperatives that will define
success or failure over a
five-year (or longer) period.
And realizing this plan will
involve complex and often
multi-level and multi-party
negotiations.
The scale and
context of these negotiations
requires a level of strategic
awareness because the interests
of the parties are more complex,
the options more numerous and
the outcomes more critical that
at a tactical level.
Strategic
Negotiation is written for all
those senior managers who
provide input to or assessment
of their organization's middle
or long-term planning process.
Part One focuses
on the foundations of strategic
negotiation: the commercial
imperatives - what the
organization must do to
restructure and resource its
operations to achieve commercial
success - and the negotiation
strategies associated with each.
It also explains the logistics
of managing complex public and
private sector negotiations.
Part Two includes
the tools for successful
negotiation: bid strategies;
techniques for analyzing your
position before you start and
reassessing it during the
negotiation and finally, the
negotiation agenda and how to
design and compile it.
|
|
|
|
New Negotiating Edge
Gavin Kennedy
Nicholas
Brealey Publishing 1998
£12.99 |
The New Negotiating Edge goes beyond
the tough guy tactics or "getting to
yes" to reveal how people actually
negotiate. The book is not about
what people ought to do, rationally
or otherwise - it's about how they
behave and what you can do about it
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 behavioural cynicism.
Purple behaviour responds to and
nurtures reciprocated purple
behaviour and plays strict
Tit-for-Tat behavioural strategies
that are open, 'learnable', certain
and "nice". Negotiators know where
they stand with a purple
behaviourist.
In order to bypass futile posturing,
we need to specifically define the
ratio of what we want from them for
what they want from us. This
clarifies what negotiations are
about and, for those who acquire
that clarity, it gives them a
distinct negotiating edge.
|
| |
|
The Essential Negotiator
Gavin Kennedy
2nd Edition,
Economist Pocket Series 2004
£10.99
|
Almost every aspect of business life
- and indeed human life - involves
negotiating skills, whether you are
striking a deal, organising a team
working on a project, seeking a pay
rise or pay-off, or simply settling
such important matters as who is
going to do the shopping, washing
up, and so on.
Pocket Negotiator is a succinct,
clear, witty, intensely businesslike
and human guide to the arts and
psychology of negotiation, which
contains:
-
Concise essays that look a
different negotiating styles,
the way to deal with difficult
negotiators, the role of
manipulative ploys, and
generally how to set your
negotiating objectives and
obtain them
-
An A-Z of key terms and concepts
from Add-on and Brinkmanship to
Hostage negotiation and Zero
sum, and including Children, the
worlds best negotiators
-
Useful appendices that include
useful addresses and recommended
reading
Published as part of the prestigious
and popular Economist series of
management texts, this is an
extensive A to Z guide to all
aspects of practical negotiating. A
valuable source book of information
about negotiation it should be in
every negotiator's briefcase. |
| |
|
Everything is Negotiable
Gavin Kennedy
4th Edition
Arrow 2008
£9.99
|
This is a completely revised and
updated fourth
edition of one of the
world's bestselling books on
negotiation, with a multiple choice
of self-assessment tests at the
start of each chapter.
The author's
answers are given at the end of the
chapters, together with a suggested
score. As you progress through the
book, your negotiating skills should
increase dramatically, as you hone
them to new degrees of sharpness and
learn how to get the 'best deal
every time'.
|
| |
|
The Perfect Negotiation
Gavin Kennedy
3rd Edition,
Random 2003
|
Much of the text is drawn from
Negotiate's own training workshops
in the Four Phases of Negotiation
and the Two Styles of negotiating
behaviour.
The ability to negotiate effectively
is a vital skill for business and
for everyday life. Whether you want
to negotiate a business deal, a pay
rise - or the price of a new house
or car, The Perfect Negotiation
shows you how to get a better deal
every time - and avoid costly
mistakes.
The book is comprehensive and yet
concise and to-the-point. The
author is one of the worlds leading
experts on negotiation, and a very
experienced author. This book is
written in simple, clear language
and is designed to be of immediate,
practical benefit to readers. |
| |
|
Profitable Negotiation
Gavin Kennedy
Orion books,
1999
|
Profitable
Negotiation shows you how to:
- Identify
the attitudes to trust and risk
that motivate managers when they
negotiate
-
Understand how to improve your
negotiating behaviour thought
tit-for-tat strategies
- Cope with
difficult negotiators and their
intimidatory behaviours
- Avoid the
tensions of zero sum
negotiations by linking
negotiable tradables into
winning strategies
-
understand how conditional
propositions always win against
'one-way' demands
| |
| |
|
Kennedy on Negotiation
Gavin Kennedy
Gower 1997 |
Kennedy On Negotiation
is an authoritative and
comprehensive guide to negotiation
skills training and practice. Dr
Kennedy uses the well established
'Four Phases' model as the structure
around which he critiques
constructively the numerous
competing theories and models. Gavin
Kennedy's new book is everything you
would expect from one of the most
respected writers on negotiation.
It is an entertaining, readable and
reliable guide to all that is best
in various contributions to
negotiation training from authors
such as John Nash, Walton and
McKersie, Atkinson, Nierenberg,
Rubin and Brown, Karass, Gottschalk,
Fisher and Ury, and many more,
including Gavin Kennedy himself. |
| |
|
