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The new negotiating edge : the behavioral approach for results and relationships

Author: Gavin Kennedy
Publisher: London ; Sonoma, Calif. : Nicholas Brealey Pub., 1998.
Series: People skills for professionals.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"This is the first book to cover the real-world fundamentals of negotiation. The New Negotiating Edge is not about what people ought to do, rationally or otherwise - it's about how people really behave and what you can do about it." "At the core of the book is a new 4-phase process - Prepare, Debate, Propose, and Bargain - and Kennedy applies the behavioral insights gleaned from his vast real-life experience to  Read more...
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Additional Physical Format: Online version:
Kennedy, Gavin.
New negotiating edge.
London ; Sonoma, Calif. : Nicholas Brealey Pub., 1998
(OCoLC)714796611
Document Type: Book
All Authors / Contributors: Gavin Kennedy
ISBN: 1857882008 9781857882001 1857882059 9781857882056
OCLC Number: 38379798
Description: xii, 275 pages : illustrations ; 24 cm.
Series Title: People skills for professionals.
Responsibility: Gavin Kennedy.

Abstract:

This new and readable work by Gavin Kennedy, bestselling writer on negotiation, fills a major gap for business negotiators everywhere--including those who lead and train them. Kennedy covers the  Read more...

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