TY  - BOOK
AU  - Kennedy Gavin
TI  - Profitable Negotiation
SN  - 752813579
PY  - 1999///
PB  - Orion Business Books
N2  - Attached are all the tools and practical guidance you need to prepare for and conduct negotiations in business today.  Introduction, Why Do we Negotiate, Your Attitudes, What Drives your Behavior, Decisions, Risking Trust, Jousting with Slobovic, Sitting Next to Nellie, What Do we Want, What Do they Want? Starting Negotiations, Shaping the Deal, In Praise of Purple, Proposing: Your Commitment to Consider, Bargaining: Your Commitment to Trade, Competitive and Co-Operative Bargaining Strategies, Alongside Negotiation
ER  -