Essential Negotiation

Synopsis of Essential Negotiation

«Essential Negotiation: An A to Z Guide» is Gavin Kennedy's negotiation guide, published by Bloomberg Press in paperback (240 pages, in English).

Reference work on negotiation: after an introduction reviewing styles, approaches and the influence of culture on the process, it develops a comprehensive alphabetical index with hundreds of entries explaining concepts, techniques and principles of effective negotiation, with terms such as 'hooker's principle', 'lock-out' or 'win-win'.

Part of The Economist series (Essentials collection); this is the first edition, published in 2004.

For professionals, consultants and trainers who want to improve their negotiating skills, and for students of economics and business.