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The New Negotiating Edge
- The Behavioural Approach for Results and Relationships
Engelsk Paperback
The New Negotiating Edge
- The Behavioural Approach for Results and Relationships
Engelsk Paperback

240 kr
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Om denne bog
From the bestselling writer on negotation, this is the first book to cover the real-world fundamentals of negotiation.

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 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.
Product detaljer
Sprog:
Engelsk
Sider:
288
ISBN-13:
9781857882056
Indbinding:
Paperback
Udgave:
ISBN-10:
1857882059
Udg. Dato:
19 mar 1998
Længde:
15mm
Bredde:
189mm
Højde:
231mm
Forlag:
John Murray Press
Oplagsdato:
19 mar 1998
Forfatter(e):
Books from the same author
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