The New Negotiating Edge

… 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 ManagementHis 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 TimesKennedy 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.–ManagerKennedy’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

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.