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Rating: 
Summary: Very disappointing !
Review: "The new negotiating egdge", a title that was for me a promise for new ideas, new concept, new material and... just a rehash of what's has been said already (with other words). Disappointing !
Rating: 
Summary: New approach means "as opposed to the usual approach"....
Review: Gavin Kennedy teaches the Negotiation module within the Heriot-Watt University MBA program (Edinburgh Business School), which is available on-campus and by distance learning. Having taken his module via distance learning, I can say that this book covers much of the same material thus making it available to those who do not have access to the Negotiation module.His "new approach" is opposed to the usual negotiation stance whereby we try to "win" at negotiation by "beating" the other side, and we must learn "tactics" to prepare ourselves better to win. I like Gavin's approach much better: he teaches that a principled approach is the only way for both sides to get what they want, and that it will go farther to maintaining the relationship for future negotiation. Negotiation is just one of several modes of conduct within relationships; there is also force, coercion, persuasion, influencing, etc., but not all of these modes will do when both sides are of equal status and want to maintain a good relationship. For example, Gavin teaches that one should never give up something (some point, issue, item) without getting something in return. In order to do such, you must know what the issues are, what priority you place on each, and on what points you think the other side may be willing to concede. Then, you can trade one of your lower priority negotiables for one that is higher priority for you. Maybe this idea is self-evident for others, but it wasn't for me, and I have since used this in all of my negotiations, especially contractual and job responsibilities. I recommend this highly to those who feel that you have been cheated in too many negotiating situations. I give it only 4 stars, however, as I feel that he could have included a chapter summarising some of the other negotiation teachings out there.
Rating:
Summary: New approach means "as opposed to the usual approach"....
Review: Gavin Kennedy teaches the Negotiation module within the Heriot-Watt University MBA program (Edinburgh Business School), which is available on-campus and by distance learning. Having taken his module via distance learning, I can say that this book covers much of the same material thus making it available to those who do not have access to the Negotiation module. His "new approach" is opposed to the usual negotiation stance whereby we try to "win" at negotiation by "beating" the other side, and we must learn "tactics" to prepare ourselves better to win. I like Gavin's approach much better: he teaches that a principled approach is the only way for both sides to get what they want, and that it will go farther to maintaining the relationship for future negotiation. Negotiation is just one of several modes of conduct within relationships; there is also force, coercion, persuasion, influencing, etc., but not all of these modes will do when both sides are of equal status and want to maintain a good relationship. For example, Gavin teaches that one should never give up something (some point, issue, item) without getting something in return. In order to do such, you must know what the issues are, what priority you place on each, and on what points you think the other side may be willing to concede. Then, you can trade one of your lower priority negotiables for one that is higher priority for you. Maybe this idea is self-evident for others, but it wasn't for me, and I have since used this in all of my negotiations, especially contractual and job responsibilities. I recommend this highly to those who feel that you have been cheated in too many negotiating situations. I give it only 4 stars, however, as I feel that he could have included a chapter summarising some of the other negotiation teachings out there.
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