Academic journal article Manager

Essential Negotiation

Academic journal article Manager

Essential Negotiation

Article excerpt

Essential Negotiation By Gavin Kennedy Published by Profile Books in conjunction with The Economist Paperback £10.99 Copies are available at or telephone 02074043001

WHAT a simple and effective way to organise a book. The handysized, practical A-Z approach means that this book can be used daily on a dip-in basis.

I have already used it three times during telephone conversations, as I've found myself thinking, "what's going on here?"

The basics are set out clearly and as the author points out: "There is no one right way to negotiate and your negotiating style will depend to a large extent on your personality - but there are different techniques, different approaches that can all be learned and adapted at different times to good effect. "

Jargon associated with negotiation is dealt with in a brisk and concise manner.

Guanxi, (a declining ploy in China, if you must know - but read the book), Mother Hubbard and the Quivering Quill are immediately understandable and brought to life. …

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