The New Negotiating Edge: The Behavioural Approach for Results and Relationships

(Paperback)

---

Publishing Details

Classifications

Physical Properties

Description

Gavin Kennedy aims to go beyond tough guy tactics to reveal how people actually negotiate. This text is not about what people ought to do, rationally or otherwise - it is about how people really behave and what you can do about it.

His thesis is that the two usual modes of negotiating behaviour should be blended. The "red style" is the use of manipulative tactics and agressive ploys, whilst the "blue style" is the antidote to this, suggesting the use of principled negotiation and rational problem solving prescriptions. Kennedy presents his "purple style", which says: "give me some of what I want ("red style") and I will give you some of what you want ("Blue style")". "Red" is taking behaviour, "blue" is giving behaviour, and "purple" is trading behaviour. "Purple" behaviour deals with people as they are, and not how you assume them to be. It is biased towards how negotiators behave and prefers the evidence of their behaviour to affirmations of their good intentions, but it is not a rationale for cynicism.

The author sets-out a simplified, 4-phase process of this theory: prepare; debate; propose; and bargain.

Reviews

... a book that everyone involved in making deals should at least dip into ... everything is explained with a simple, and often amusing, example.--The Scotsman
... will appeal to negotiators on every level. Beginners should read it all to enable them to develop good practice, experts should use it as a tool kit to help them unpack bad habits and relearn new ones.--The British Journal of Healthcare Computing & Information Management
His book is a lesson in negotiating, whether applied to peacekeeping, team work or one to one relationships. It is negotiating made easy, and he uses the colors red, blue and purple to identify a whole range of behavior, then links them to the four negotiating phases, which he says all negotiations share: prepare, debate, propose and bargain. Negotiation could be said to be the only way forward in work or play and he emphasizes in his latest book, The New Negotiating Edge, that people must learn to negotiate much as they must learn to speak their own language.--The Times
Kennedy intends that the test should be "interesting as well as informative, with a light touch behind which there is a heavyweight message." He has succeeded. We are all, at some time, negotiators. At the paperback price, this is a book not only to be read, but kept for reference.--Manager
Kennedy's book is a clear and vivid bible for becoming truly purple. Its lively, direct style makes it quick to read and absorb. As in today's world it is increasingly vital to be able to negotiate, its common sense approach may well have healing powers.--Professional Recruiter

Author Bio

Gavin Kennedy has authored various 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.