New negotiation advantages

Author: (English) Kennedy (Kennedy/G.) / Eden et al
Publisher:
Publish Date: 2004-10-01
Features: This best-selling book on negotiation for the first time explores the fundamental rules of negotiation in the real world. This book doesn't teach you what you should rationally do, but rather describes the various negotiation behaviors people typically adopt in reality. The core of this book is a universal negotiation process consisting of four stages—preparation, debate, proposal, and bargaining. These four stages are summarized by the authors based on their personal experiences, with the aim of providing a universal tool for negotiators worldwide. In any culture, red is red, and blue is blue, and as long as they interact, the outcome is predictable. This is also the advantage of those who generally win in purple negotiation.