Negotiating Everything (Third Edition)

Author: Gavin Kennedy
Publisher:
Publish Date: 2006-07-31
Features: Negotiation is everywhere in life and work. Everyone hopes to avoid failure and achieve success through negotiation. But are you a cunning fox or a naive sheep? Only after reading this classic and practical book will you know. "Everything is Negotiable" starts from the familiar reality, using 26 chapters and 26 stories to vividly analyze the characteristics of four animals—owls, foxes, sheep, and donkeys—to illustrate how different negotiators' mindsets and personalities determine different negotiation outcomes. The self-assessment questions at the beginning of each chapter are designed to help readers effectively evaluate their negotiation skills, identify their weaknesses, and improve their techniques. This book explores the essential features, forms, and psychological processes of negotiation, reveals the many factors that influence negotiation outcomes, and provides flexible strategies for application. The lifelike cases, straightforward insights, and practical tools make you benefit immensely. The target audience for this book is very broad, including senior and middle-level managers in enterprises, business professionals, faculty and students of management and trade at higher education institutions, as well as government officials and administrative staff who frequently negotiate. It is equally suitable for all individuals from various sectors who wish to improve their negotiation skills.