In The New Negotiating Edge: The Behavioral Approach for Results and Relationships, Gavin Kennedy, a successful negotiation consultant with three decades of experience, outlines a new approach to diplomatic and effective ways to achieve negotiating goals while building and maintaining strong relationships. He asserts that most people are either red negotiators, aggressive and hard-line, or blue negotiators, who are passive and overly conciliatory. Kennedy proposes a middle ground, or purple style of negotiation, that utilizes the benefits of the red and blue styles and tempers the weaknesses of both for optimum business success. Kennedy discusses the typical characteristics of red and blue negotiators, the relationship between negotiation and culture, resolving conflict in negotiation and incorporating purple behaviors into the four steps of the negotiation process. Also included are self-assessment tools for determining your preferred negotiation styles in each of the four stages so that you can work on making your individual skills purple and, thus, as effective as possible. The New Negotiating Edge is an essential reference, not just for the business world, but for all interpersonal communication, whether in the context of global diplomacy, the workplace or personal relationships.
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Book Description
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About the Author
Gavin Kennedy has authored eleven books on negotiation, which have been translated into numerous languages. He is a professor at Edinburgh Business School and managing director of Negotiate Limited, a training and consulting firm.
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Most Helpful Customer Reviews
5.0 out of 5 stars
A Classic - Gets Better With Age,
By
This review is from: The New Negotiating Edge: The Behavioral Approach for Results and Relationships (People Skills for Professionals) (Paperback)
Returning to this book several years after first purchasing it, I am now recommending it to a local library. Kennedy's clear vision and language make the basic concepts and methods of business negotiation accessible to beginners, and provides a useful guide to the experienced as well.
In a field full of strategic game theorists (Kennedy calls these "red") and the so-called "principled" or idealistic negotiators (blue), Kennedy occupies the conceptual middle ground (purple), bringing a sense of reality to the debate. His approach is relatively easy to learn, full of common sense, and gets you ready to face the tough and the sly. If you have an important business negotiation next week and have time to read one book - this is it. If you are experienced and well read, then you may want to buy this as an introduction to Kennedy's approach and look to other publications by the same author.
1 of 5 people found the following review helpful:
2.0 out of 5 stars
Very disappointing !,
By A Customer
This review is from: The New Negotiating Edge: The Behavioral Approach for Results and Relationships (People Skills for Professionals) (Paperback)
"The new negotiating egdge", a title that was for me a promise for new ideas, new concept, new material and... just a rehash of what's has been said already (with other words). Disappointing !
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Inside This Book
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Key Phrases - Statistically Improbable Phrases (SIPs):
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red negotiators, purple behavior, blue negotiators, purple format, new negotiating edge, haggling range, purple trading, other haggler, positional posturing, stores group manager, intimidatory behavior, purple preparation, small movement close, red behavior, deputy store manager, blue behavior, red attitudes, red demands, red argument, blue attitudes, red manner, red players, other negotiator, relationship bargaining, exit price Key Phrases - Capitalized Phrases (CAPs): (learn more)
New York, Top Class, Blue Red, The Negotiate Trainer's Manual, Red Blue, Neil Rackham, Adam Smith, Free Press, Houghton Mifflin, Asset Management, New Zealand Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
red negotiators, purple behavior, blue negotiators, purple format, new negotiating edge, haggling range, purple trading, other haggler, positional posturing, stores group manager, intimidatory behavior, purple preparation, small movement close, red behavior, deputy store manager, blue behavior, red attitudes, red demands, red argument, blue attitudes, red manner, red players, other negotiator, relationship bargaining, exit price Key Phrases - Capitalized Phrases (CAPs): (learn more)
New York, Top Class, Blue Red, The Negotiate Trainer's Manual, Red Blue, Neil Rackham, Adam Smith, Free Press, Houghton Mifflin, Asset Management, New Zealand Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
Citations (learn more)
2
books
cite this book:
- Business Communication: An Introduction by Clive Bruckmann in Back Matter
- Business Communication: An Introduction by Peter Hartley in Back Matter
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