Pocket Negotiator

The Essentials of Successful Negotiation

Gavin Kennedy

Publisher: The Economist, 1994, 200 pages

ISBN: 0-241-00238-9

Keywords: Sales

Last modified: April 6, 2021, 5:56 p.m.

This guide provides information on the essential skills of negotiation through concise essays on the basis for different styles of negotiation, how to handle difficult negotiators, how to deal with covert Red negotiators and the role of manipulative ploys. It also includes an A-Z of key terms and concepts from add-on and brinkmanship, to hostage negotiation and zero sum.

  • Preface
  • Introduction
  • Part 1 Essays
    • What Is the Basis for the Different Styles of Negotiation?
    • How Should We Handle Difficult Negotiators?
    • How Do We Deal With Covert Red Negotiators
    • What Is the Role of Manipulative Ploys?
  • Part 2 A-Z
  • Part 3 Appendixes
    1. Negotiation Training Resources
    2. Video Packages
    3. Specialised Consultants and Trainees
    4. Recommended Reading

Reviews

Pocket Negotiator

Reviewed by Roland Buresund

OK ***** (5 out of 10)

Last modified: May 21, 2007, 3:20 a.m.

Describes all english terms, as used by negotiatiors.

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