Pocket Negotiator: The Essentials of Successful Business Negotiation from A-Z

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

• Used

  Hardcover
  1997

  $6.22

• Used

  Paperback
  1993

  $3.24

• Used

  Hardcover
  1994

  $3.62

  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.