The New Negotiating Edge

Fülszöveg

Ij-ft
From the bestselling writer on negotiation, this is the first book to cover the real-world fundamentals of negotiation. The New Negotiating Edge is not about what people ought to do, rationally or otherwise - it's about how people really behave and what you can do about it.
Many authors present negotiating as a choice of manipulative "tactics" and aggressive ploys, delivered by so-called "tough" wiseguys: the red style. In the real world, negotiation is not so simple. No matter how "tough" you try to be, waiting round the corner is a tougher guy.
Others believe that "principled negotiation" or "win-win" is the complete antidote to such posturing and that you will 'Get to Yes, without giving in' if only you will adopt its rational problem solving prescriptions: the blue style. But it is a lot easier to sign up to win-win intentions than it is to practise win-win behaviors, particularly in a red bargaining environment. Unilateral use of such methods has little scope in... Tovább

Fülszöveg

Ij-ft
From the bestselling writer on negotiation, this is the first book to cover the real-world fundamentals of negotiation. The New Negotiating Edge is not about what people ought to do, rationally or otherwise - it's about how people really behave and what you can do about it.
Many authors present negotiating as a choice of manipulative "tactics" and aggressive ploys, delivered by so-called "tough" wiseguys: the red style. In the real world, negotiation is not so simple. No matter how "tough" you try to be, waiting round the corner is a tougher guy.
Others believe that "principled negotiation" or "win-win" is the complete antidote to such posturing and that you will 'Get to Yes, without giving in' if only you will adopt its rational problem solving prescriptions: the blue style. But it is a lot easier to sign up to win-win intentions than it is to practise win-win behaviors, particularly in a red bargaining environment. Unilateral use of such methods has little scope in everyday commercial negotiations - in practice people bring with them a bag full of "tough" red and "soft" blue attitudes that drive their negotiating behavior.
The key to solving the dilemmas of trust and risk is not to alternate between red and blue but to fuse them into purple behavior. This fusion expresses neatly the essence of the negotiation exchange: give me some of what I want (my red results side) and I will give you some of what you want (my blue relationships side). Red is taking behavior, blue is giving behavior and purple is trading behavior, i.e. taking while giving. It is a two-way exchange, a trade and not a one-way street.
Purple behavior deals with people as they are, warts and all, and not how you assume them to be. It is biased towards how negotiators behave and prefers the evidence of their behavior to affirmations of their good intentions, but it is not a rationale for cynicism. Purple behavior responds to and nurtures reciprocated purple behavior and plays strict tit-for-tat behavioral strategies that are open, learnable, certain and 'nice'.
At the core of the book is a new 4-phase process - Prepare, Debate, Propose, and Bargain - and Kennedy applies the behavioral insights gleaned from his vast real-life experience to provide a universal tool-kit for those who negotiate worldwide. Red is red and blue is blue in every culture and whenever they interact the outcome is predictable. This is what gives purple negotiating behavior its universal edge.
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a Gavin Kennedy is a Professor at Edinburgh Business School, and Managing Director of Negotiate Limited, the international negotiating skills training and consultancy company, with subsidiaries and licensees in Australia, Malaysia, Portugal and South Africa. Since 1971 he has been researching, training, practising and consulting in negotiation for many companies and state organisations worldwide. He is a bestselling writer with 11 books on negotiation, which have been translated into Swedish, Finnish, Dutch, Italian, Spanish, Portuguese, Chinese (Mandarin), Japanese, Indonesian, Hebrew and Arabic and his more recent works include Everything is Negotiable!, and Kennedy on Negotiation.
ISBN 1-85788-205-9
Business/Negotiation
9781857882056 Vissza