Books by Gavin Kennedy

This book is a textual criticism of modern ideas about the work of Adam Smith that offers a new perspective on many of his famous contributions to economic thought.

Whether you want to negotiate a business deal, a pay rise - or the price of a new house or car, Perfect Negotiation shows you how to get a better deal every time - and avoid costly mistakes.

This work is an authoritative guide to negotiation training skills and practice. The author uses the well-established "Four Phases" model as the structure around which he critiques constructively the numerous competing theories and models.

A first-rate organizational business plan demands an understanding of the dynamics behind all of the commercial imperatives that will define success or failure over a five-year (or longer) period. And realizing this plan will involve complex and often multi-level or multi-party negotiations. This book provides information on such negotiations.

Walks readers through the techniques and tricks needed to negotiate. This book contains chapters on such subjects as making your offer count, dealing with intimidation and getting it in writing, as well as self-assessment tests to help chart your progress. It is intended for those who want to improve their negotiation skills.

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.

[...]Dette er ikke en bog som de andre, og den fremgår som varierende, alsidig og spændende læsning. Bogen dækker området forhandling på en alsidig og fængslende måde [...] Læs hele anmeldelsen under 'supplerende materialer'. En praktisk orienteret lærebog, hvor det teoretiske fundament også er på plads og værktøjskassen fyldt op, Den studerende involveres i en læreproces, hvor forskellige forhandlingsmodeller afprøves i praksis. En af lærebogens grundholdninger er, at forhandlinger ikke nødvendigvis foregår mellem parter med modstridende interesser. Den primære målgruppe er kommunikationsuddannelser og markedsorienterede bachelor-uddannelser, bl.a. på handelshøjskolerne og andre uddannelser, hvor hvori der indgår kurser i forhandlingsteknik. Bogen er skrevet på engelsk