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Kennedy on Negotiation by Gavin Kennedy is a book available to read on EtoBox.

What is Kennedy on Negotiation about?

Negotiation is a vital skill for every manager. As a result, there are almost as many'patented'techniques for negotiation as there are managers, each proclaiming to be the definitive route to success. The authors behind these techniques keep their work very much to themselves. Their fundamentally different approaches to negotiation remain in isolation from each other, as if their authors were too polite to contradict others in the field. In most cases, when you are developing your negotiation skills, this leaves you with a stark choice: pick a single technique and ignore the rest. Until now... Kennedy on Negotiation is an authoritative and comprehensive guide to negotiation skills training and practice. Dr Kennedy uses the well-established'Four Phases'model as the structure around which he critiques constructively the numerous competing theories and models. Gavin Kennedy's book is everything you would expect from one of the most respected writers on negotiation. It is a readable and reliable guide to all that is best in the various contributions to negotiation training from authors such as John Nash, Walton and McKersie, Atkinson, Nierenberg, Rubin and Brown, Gottschalk, Karass, Fi

Author

Gavin Kennedy

Publisher

Gower; Routledge

Published

2016

Language

EN

ISBN

9781351924139

Subjects

Business, Management

Rating

3 / 5 (7 ratings)

Updated

2026-03-14