Essential Negotiation: An A to Z Guide

What one really needs to know to become an effective negotiator, clearly and succinctly written for the layperson and businessperson.  

The Essential A–Z Guides are lively, practical resources for business and investment professionals, as well as politicians, public servants, and students. Each book contains hundreds of entries that concisely explain the subject’s concept in a handy reference that complements any business library.  

The complete series includes these four titles:

Essential Economics Essential Investment Essential Negotiation Essentials for Board Directors

Almost every aspect of business—and indeed human life—involves negotiating skills, whether you are striking a deal, organizing a team working on a project, seeking a pay raise, or simply settling on such important matters as who is going to do the shopping or household chores. This witty and intelligent guide looks at the theory and practice of negotating a provides a wealth of illuminating insights into the skills and psychology of negotiation that can make all the difference to how successful you are. Following an introductory essay on how negotiation has developed, the A-Z covers everything from Add-on and Assumptive close, through Lifeboat clause and Manipulative ploys, all the way to Yesable proposition and Zeuthen's confict avoidance model.

Gavin Kennedy is Emeritus Professor at Heriot-Watt University, Scotland, and the atuhor several successful books on negotiation, including Everything is Negotiable and The Perfect Negotiation.

Gavin Kennedy is an authority on negotiation. He is a professional fellow at Edinburgh Business School and has been helping people negotiate for years through his consultancy called Negotiate. He has worked with many blue-chip organizations in the public and private sectors worldwide, including the United States and Canada. He lives in London.