The Truth About Negotiation (Third Edition)

Author: Gavin
Publisher:
Publish Date: 2003-10-01
Features: Recommended by Long Yongtu, Chief Representative of China's WTO entry negotiations. A classic negotiation manual from the West, a bedside book for many millionaires, and the newly revised classic bestseller by world-renowned negotiation expert Gavin Kennedy. The success or failure of business negotiations does not depend on the technical expertise of management but on the negotiation skills of managers. Stand firm unless there is an exchange. Do not accept the other party's second offer. The two most advantageous words for a negotiator are "if." Each chapter of this book includes self-assessment questions. After vividly analyzing and explaining, it uses the metaphor of four animals—Eagle, Fox, Sheep, and Donkey—to illustrate the different personalities and mindsets of negotiators, which determine different negotiation outcomes. It helps readers assess their negotiation abilities and effectively improve their negotiation strategies and skills. World-renowned negotiation master and negotiation skills training expert Gavin Kennedy takes us into a highly creative world of negotiation strategies and techniques through an in-depth analysis of negotiation behavior, describing it in simple and easy-to-understand language. Here, you don't have to worry about lengthy concepts and formulaic doctrines. The author tells us that negotiation is everywhere and that negotiation is an indispensable part of daily life. Engaging, thought-provoking, and rich in case studies.