Short description
Looks at the theory and practice of negotiating and provides insights into the skills and psychology of negotiation that can make all the difference to how successful you are. This book covers avoidance-avoidance model, Bagatelle, compromise agreement, dirty tricks, expectations, frontal assault, Guanxi, and Hooker's principle.
Long 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.
Review
There couldn't be a better time for these business guides from The Economist - They're a handy guide, with some dry humour and stern disapproval thrown it to stop things getting too dull - These are interesting and excellent reference guides to those interested in the markets, or who own shares. Anybody who thinks they have nothing to learn from these is asking for trouble, or raised eyebrows at the very leastA - Jeremy Hazlehurst, City AM.