The New Negotiating Edge: The Behavioral Approach for Results and Relationships
The Behavioural Approach for Results and Relationships
Author: Gavin Etc Kennedy Series: People Skills for Professionals
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.
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 real-world fundamentals of negotiation in a single, authoritative text that encompasses the important changes in the subject of the last decade.
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Summary
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.
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 real-world fundamentals of negotiation in a single, authoritative text that encompasses the important changes in the subject of the last decade.
Description
From the bestselling author on negotiation, The New Negotiating Edge 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.
About the Author
Gavin Kennedy is Professor and Director of Contracts at Edinburgh Business School, Herio-Watt University.
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 want ("red style") and I will give you some of what you want ("Blue style")". "Red" is taking behaviour, "blue" is giving behaviour, and "purple" is trading behaviour. "Purple" behaviour 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 behaviour to affirmations of their good intentions, but it is not a rationale for cynicism. The author sets-out a simplified, 4-phase process of this theory: prepare; debate; propose; and bargain.
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