Kennedy on negotiation 9780566073021, 0566073021, 9781351924146, 1351924141

Table of contents :
Negotiation --
Decision making --
What is negotiation? --
Haggling and horse trading --
Promises --
Nobody ever saw two dogs negotiate over a bone --
Interests and charity --
Nash and the bargaining problem --
The real problem with bargaining --
The benefits of bargaining --
Dialogue --
Negotiation as a Phased Process --
Models of negotiation --
Douglas's three-phase model --
Gulliver's eight phases --
Kennedy's eight-step model --
Two modifications --
Phase One--Preparing to Negotiate --
Time to prepare --
What is this negotiation about? --
What are your interests? --
What are the negotiable issues? --
What are your priorities? --
What are your negotiating ranges? --
The negotiators' surplus --
Tradables --
The extended Negotek PREP planner --
Introducing power into preparation --
What is power? --
Dependency and commitment --
Atkinson on power --
Preparing the management agenda --
Phase Two--Debating Face to Face --
Debate --
Behaving badly --
Manipulative ploys --
Streetwise? --
Power ploys --
Verbal ploys --
Destructive argument behaviour --
Effective behaviour --
The language of negotiation --
The art of questioning --
Constructive debate behaviours --
Phase Three--Proposing and Bargaining Face to Face --
How important is personality in negotiating? --
The personality styles of negotiators --
Psychology and negotiating personalities --
A trainer on personalities --
Prisoner's dilemma games --
The prime colours of negotiation --
Results versus relationships --
The purple principle of conditionality.

Citation preview

KENNEDY ON NEGOTIATION

KENNEDY ON NEGOTIATION Gavin Kennedy

I

LONDON AND NEW YORK

First published 1988 by Gower Publishing Published 2016 by Routledge 2 Park Square, Milton Park, Abingdon, Oxon OX14 4RN 711 Third Avenue, New York, NY 10017, USA

Routledge is an imprint of the Taylor & Francis Group, an informa business First issued in paperback 2016 Copyright © 1998 Gavin Kennedy

Gavin Kennedy has a.sserted his right under the Copyright, Designs and Patents Act 1988 to be identified as the author of this work. All rights reserved. No part of this book may be reprinted or reproduced or utilised in any form or by any electronic, mechanical, or other means, now known or hereafter invented, including photocopying and recording, or in any information storage or retrieval system, without permission in writing from the publishers. Notice: Product or corporate names may be trademarks or registered trademarks, and are used only for identification and explanation without intent to infringe.

British Library Cataloguing in Publication Data Kennedy, Gavin Kennedy on negotiation 1. Negotiation in business I. Title II. On negotiation 658.4'052 ISBN 9780566073021 (hbk)

Library of Congress Cataloging-in-Publication Data Kennedy, Gavin. Kennedy on negotiation I Gavin Kennedy. p.

em.

Includes index. ISBN 0-566-07302-1