The Truth About Negotiation (Third Edition) (Third Edition)

Author: Gavin Kennedy
Publisher:
Publish Date: 2003-10-01
Features: A brilliant test question—"When facing a tough opponent, the best approach is to make small concessions to win their goodwill"—is the opening of this worldwide bestseller. Thousands of people have failed this question, but at the same time, it has led them into a global realm of negotiation, helping them gain a profound understanding of the truths of negotiation. This book is the newly revised edition of the classic worldwide bestseller written by the world-renowned negotiation expert, Gavin Kennedy. At the beginning of each chapter, self-assessment questions are listed, followed by vivid analysis and explanation. At the end of each chapter, the author provides answers marked by four animal symbols—the Owl, the Fox, the Goat, and the Donkey—and offers in-depth commentary on each answer to help readers evaluate their negotiation skills and effectively improve their negotiation strategies and techniques. At the end of the book, there is a 2-hour MBA-standard negotiation skills test. It is a book that you won’t want to put down once you open it—a truly remarkable book.