The New Negotiating Edge
Gavin Kennedy
Broschiertes Buch

The New Negotiating Edge

The Behavioural Approach for Results and Relationships

Versandkostenfrei!
Nicht lieferbar
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 wa...