Negotiation
Subtitle: an A-Z guide
By: Gavin Kennedy
Publisher: Economist
Published: 2009
Place of publication: London
Language: eng
Number of pages: 261
ISBN-13: 9781846681691
Subjects: Negotiation in business
Other titles: Economist.
Description: 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.
Notes: At head of title: The Economist.

Includes bibliographical references.