• Negotiation

  • The Economist
  • By: Gavin Kennedy
  • Narrated by: David Thorpe
  • Length: 7 hrs and 36 mins
  • 4.1 out of 5 stars (18 ratings)

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Negotiation

By: Gavin Kennedy
Narrated by: David Thorpe
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Publisher's Summary

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.

©2009 Gavin Kennedy (P)2013 Audible Ltd

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  • Richard M
  • 02-15-22

Not a good audiobook

I've read another book by Gavin Kenedy in the past - he knows his stuff. But an A-to-Z style book is meant for looking up entries. It is not a good fit for an audio book as it just jumps around incoherently based on alphabetical order, rather than grouping subjects together.