Gavin Kennedy fue un destacado economista escocés y fundador de Negotiate, que se estableció como una figura líder en el campo de la negociación. Su trabajo se centró en la comercialización y difusión de sus avanzadas técnicas de negociación, desarrolladas a través de una extensa investigación académica y consultoría de alto nivel para gobiernos y empresas. Más allá de sus contribuciones económicas, Kennedy también exploró facetas literarias, destacando la autoría de biografías de figuras históricas importantes. Además, participó activamente en política, abogando por la independencia escocesa y publicando influyentes ensayos sobre el tema.
Focusing on Adam Smith's contributions to economic thought, this book critiques contemporary interpretations of his work, revealing discrepancies between modern understandings and Smith's original ideas. It challenges the prevailing narratives surrounding his influence and highlights the need for a more accurate representation of his theories as they were perceived during his lifetime.
Offering advice on handling negotiations at any level, from major business deals to simple personal matters, this book is based on the author's belief that, if you assume that nothing is negotiable unless the other party indicates otherwise, you are missing opportunities to get better deals both for yourself and for the people you deal with. A special feature of the book is a multiple-choice self-assessment test at the start of each chapter. The author's answers are given, with a suggested score, and the intention is that the reader's progress through the book should result in improved negotiating skills and correspondingly higher scores.
The ability to negotiate effectively is a vital skill for business and for everyday life. Whether you want to negotiate a business deal, a pay rise or the price of a new house or car, Perfect Negotiation shows you how to get a better deal every time and avoid costly mistakes. Perfect Negotiation tells you everything you need to know about the art of negotiation, from what it is, to how to perfect the technique for yourself. Soon you will be able to bargain yourself to success.The Perfect series is a range of practical guides that give clear and straightforward advice on everything from getting your first job to choosing your baby's name. Written by experienced authors offering tried-and-tested tips, each book contains all you need to get it right first time.
This guide provides information on the essential skills of negotiation through concise essays on the basis for different styles of negotiation, how to handle difficult negotiators, how to deal with covert Red negotiators and the role of manipulative ploys. It also includes an A-Z of key terms and concepts from add-on and brinkmanship, to hostage negotiation and zero sum.
Gavin Kennedy aims to go beyond tough guy tactics to reveal how people actually negotiate. This text is not about what people ought to do, rationally or otherwise - it is about how people really behave and what you can do about it.
This guide looks at the theory and practice of negotiating and provides a wealth of insights into the skills and psychology of negotiating that can make all the difference of how successful you are.
The book serves as a comprehensive guide to negotiation, drawing from the expertise of renowned authors and practitioners in the field. It synthesizes valuable insights from influential figures like John Nash and Fisher and Ury, providing readers with practical strategies and techniques. Gavin Kennedy's writing ensures the content is both accessible and informative, making it an essential resource for anyone looking to enhance their negotiation skills.
A detailed guide to handling all types of business, industrial relations or diplomatic negotiations. Based on a practical four-phase framework - prepare, discuss, propose and bargain - this edition has been updated to include new case studies and checklists of common mistakes. New chapters on commercial and industrial negotiation, as well as a review of all aspects of strategy and tactics are included in order to help set up and close a deal as quickly and effectively as possible.
