Negotiation: An A-Z Guide PDF ePub eBook

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Negotiation: An A-Z Guide free pdf Almost every aspect of business - 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 a pay-off, or simply settling such important matters as who is going to do the shopping or the household chores. This witty and intelligent guide looks at the theory and practice of negotiating and provides a wealth of illuminating insights into the skills and psychology of negotiation that can make all the difference to how successful you are. Its entries cover such topics, terms and jargon as: avoidance-avoidance model, Bagatelle, compromise agreement, dirty tricks, expectations, frontal assault, Guanxi, Hooker's principle, interpersonal orientation, killer questions, listening, Mother Hubbard, Noah's Ark, offer they must refuse, pendulum arbitration, quivering quill, Russian front, Salami, tit-for-tat, unconditional offer, vulnerability, 'what if?', Yesable proposition, and, Zeuthen's conflict avoidance model.

About Gavin Kennedy

Gavin Kennedy is Emeritus Professor at Heriot-Watt University, Scotland, and the author of several successful books on negotiation, including Everything is Negotiable and Strategic Negotiation.

Details Book

Author : Gavin Kennedy
Publisher : Economist Books
Data Published : 07 May 2009
ISBN : 1846681693
EAN : 9781846681691
Format Book : PDF, Epub, DOCx, TXT
Number of Pages : 256 pages
Age + : 15 years
Language : English
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