The Economist Pocket Negotiator

by Gavin Kennedy (Author), Gavin Kennedy (Author)

• Used

  Hardcover
  1994

  $3.56

  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.

• Used

  Paperback
  1993

  $3.25

• Used

  Hardcover
  1987

  $3.25

  Starting from the basis that everyone already has some negotiating ability and experience, the book aims to develop a better understanding of negotiating principles and the negotiating process. Alphabetically arranged and including cartoon illustrations, it highlights skills calculated to yield better results than trying to muddle through.