Customer Reviews

The New Negotiating Edge: The Behavioral Approach for Results and Relationships (People Skills for Professionals)

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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.

"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 !