The essentials of successful business negotiation from A to Z.Almost every aspect of business involves negotiating skills, whether you are striking a deal, organising a team working on a project, seeking a pay rise, or even a pay-off. Handy and accessible, this new and up-to-date edition of Pocket Negotiator provides a clear guide to the fundamental skills of negotiation through concise essays that Competing negotiating approaches Personality and negotiation How to handle difficult negotiators The role of manipulative ploys; An A-Z of key terms and concepts from Add-on to Brinkmanship, through Leverage and Linking, all the way through to What if? and Win-win. Author Gavin Kennedy is a professorial fellow at Heriot-Watt University and the author of several very successful books on negotiation, including Everything is Negotiable and Perfect Negotiation.
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