The New Negotiating Edge
The New Negotiating Edge goes beyond the tough guy tactics or “getting to yes” to reveal how people actually negotiate. The book is not about what people ought to do, rationally or otherwise – it’s about how they behave and what you can do about it.
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 behavioural cynicism. Purple behaviour responds to and nurtures reciprocated purple behaviour and plays strict Tit-for-Tat behavioural strategies that are open, ‘learnable’, certain and “nice”. Negotiators know where they stand with a purple behaviourist.
Description
The New Negotiating Edge goes beyond the tough guy tactics or “getting to yes” to reveal how people actually negotiate. The book is not about what people ought to do, rationally or otherwise – it’s about how they behave and what you can do about it.
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 behavioural cynicism. Purple behaviour responds to and nurtures reciprocated purple behaviour and plays strict Tit-for-Tat behavioural strategies that are open, ‘learnable’, certain and “nice”. Negotiators know where they stand with a purple behaviourist.
In order to bypass futile posturing, we need to specifically define the ratio of what we want from them for what they want from us. This clarifies what negotiations are about and, for those who acquire that clarity, it gives them a distinct negotiating edge.
Gavin Kennedy
Nicholas Brealey Publishing 1998
Additional information
| Weight | 1 kg |
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