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Negotiation (The Economist)
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business account Series: The Economist MP3 CD Publisher: Audible Studios on Brilliance Audio;
Unabridged edition (March 15, 2016) Language: English ISBN-10: 1511383518 ISBN-13: 978-1511383516
Product Dimensions: 6.5 x 0.6 x 5.5 inches
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Book Description
The new essential guide from The Economist. Almost every aspect of business—and indeed
human life—involves negotiating skills, whether you are striking a deal, organising a team
working on a project, seeking a pay rise or a pay-off, or simply settling such important matters as
who is going to do the shopping or the household chores. This witty and intelligent guide looks at
the theory and practice of negotiating and provides a wealth of illuminating insights into the skills
and psychology of negotiation that can make all the difference to how successful you are. Its
entries cover such topics, terms and jargon as: Avoidance-Avoidance Model, Bagatelle,
Compromise Agreement, Dirty Tricks, Expectations, Frontal Assault, Guanxi, Hooker's Principle,
Interpersonal Orientation, Killer Questions, Listening, Mother Hubbard, Noah's Ark, Offer They
Must Refuse, Pendulum Arbitration, Quivering Quill, Russian Front, Salami, Tit-for-Tat,
Unconditional Offer, Vulnerability, What If?, Yesable Proposition, and Zeuthen's Conflict
Avoidance Model. Gavin Kennedy is Emeritus Professor at Heriot-Watt University, Scotland, and
the author of several successful books on negotiation, including Everything is Negotiable and
Strategic Negotiation.

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