The Economist: Negotiation: An A-Z Guide (Paperback)

Gavin Kennedy

The new essential guide from The Economist.

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, Zeuthen's conflict avoidance model.

Publication date: 07/05/2009

£9.99

ISBN: 9781846681691

Imprint: Economist Books

Subject: Business & Management

The Economist: Negotiation: An A-Z Guide (Ebook)

Gavin Kennedy

The new essential guide from The Economist.

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, Zeuthen's conflict avoidance model.

Publication date: 23/07/2010

£9.99

ISBN: 9781847651198

ISBN 10 / ASIN: B00BLJURIO

Imprint: Economist Books

Subject: Business & Management

Reviews for The Economist: Negotiation: An A-Z Guide

'It's a very useful book - get one for each of your colleagues and don't breathe a word to your enemies'

 Diplomat Magazine

Gavin Kennedy

Gavin Kennedy

Gavin Kennedy is Professorial Fellow at Heriot-Watt University and the author of several very successful books on negotiation, including Everything is Negotiable and Perfect Negotiation.