Gavin Kennedy Books

Offering advice on handling negotiations at any level, from major business deals to simple personal matters, this book is based on the author's belief that, if you assume that nothing is negotiable unless the other party indicates otherwise, you are missing opportunities to get better deals both for yourself and for the people you deal with. A special feature of the book is a multiple-choice self-assessment test at the start of each chapter. The author's answers are given, with a suggested score, and the intention is that the reader's progress through the book should result in improved negotiating skills and correspondingly higher scores.

The ability to negotiate effectively is a vital skill for business and for everyday life. Whether you want to negotiate a business deal, a pay rise or the price of a new house or car, Perfect Negotiation shows you how to get a better deal every time and avoid costly mistakes. Perfect Negotiation tells you everything you need to know about the art of negotiation, from what it is, to how to perfect the technique for yourself. Soon you will be able to bargain yourself to success.The Perfect series is a range of practical guides that give clear and straightforward advice on everything from getting your first job to choosing your baby's name. Written by experienced authors offering tried-and-tested tips, each book contains all you need to get it right first time.

This guide provides information on the essential skills of negotiation through concise essays on the basis for different styles of negotiation, how to handle difficult negotiators, how to deal with covert Red negotiators and the role of manipulative ploys. It also includes an A-Z of key terms and concepts from add-on and brinkmanship, to hostage negotiation and zero sum.

This guide looks at the theory and practice of negotiating and provides a wealth of insights into the skills and psychology of negotiating that can make all the difference of how successful you are.

A detailed guide to handling all types of business, industrial relations or diplomatic negotiations. Based on a practical four-phase framework - prepare, discuss, propose and bargain - this edition has been updated to include new case studies and checklists of common mistakes. New chapters on commercial and industrial negotiation, as well as a review of all aspects of strategy and tactics are included in order to help set up and close a deal as quickly and effectively as possible.