- Hardcover: 288 pages
- Publisher: Random House Business Books; 2nd Revised edition edition (15 Feb 1990)
- Language English
- ISBN-10: 0091742285
- ISBN-13: 978-0091742287
- Product Dimensions: 21.8 x 14.2 x 3 cm
- Average Customer Review: 4.5 out of 5 stars See all reviews (13 customer reviews)
- Amazon Bestsellers Rank: 970,139 in Books (See Top 100 in Books)
Everything Is Negotiable
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More About the Author
Product Description
Book Description
Brand new, updated edition of this indispensible guide to negotiation
--This text refers to the
Paperback
edition.
Product Description
Offering advice on handling negotiations at any level, from major business deals to simple personal matters, this book is based on the author's belief that, if you assume that nothing is negotiable unless the other party indicates otherwise, you are missing opportunities to get better deals both for yourself and for the people you deal with. A special feature of the book is a multiple-choice self-assessment test at the start of each chapter. The author's answers are given, with a suggested score, and the intention is that the reader's progress through the book should result in improved negotiating skills and correspondingly higher scores.
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Customer Reviews
Most Helpful Customer Reviews
9 of 9 people found the following review helpful
Format:Paperback
The book manages to get key points across about negotiating in both an interesting and insightful way. And it has changed my life! I cannot understand how the reviewer who offered only one star could have been reading the same book. It has transformed my ability to strike deals, both professionally and personally!Having previously run a company my greatest disappointment is to have read this book after leaving the company.
2 of 2 people found the following review helpful
Format:Paperback
I first bought an earlier verion of this book when I was 21. I am now 40. I highly recommend it to any novice negotiator or if trying to get a deal makes you uncomfortable.
I work in property and have been negotiating almost every working day. This book has helped my career. Next Monday I am going to try & negotiate to buy a house for my family. I decided to re-read the book again to ensure my skills are fresh. I am not sure as a working class boy from a scheme, I'd have ever got myself in a position to buy a house valued at more than £0.5m, without applying the lessons I learned from the book.
It is a basic book and it is not perfect. The third version which I have is a bit flabby & the use of the (now) four types of negotiator is less useful than early verions.
Nevertheless - buy it unless you are already very competent at getting a good deal. I bet your investment in time & the cash value of the book will pay for itself a hundred times over. I know it has for me more than a thousand times.
I work in property and have been negotiating almost every working day. This book has helped my career. Next Monday I am going to try & negotiate to buy a house for my family. I decided to re-read the book again to ensure my skills are fresh. I am not sure as a working class boy from a scheme, I'd have ever got myself in a position to buy a house valued at more than £0.5m, without applying the lessons I learned from the book.
It is a basic book and it is not perfect. The third version which I have is a bit flabby & the use of the (now) four types of negotiator is less useful than early verions.
Nevertheless - buy it unless you are already very competent at getting a good deal. I bet your investment in time & the cash value of the book will pay for itself a hundred times over. I know it has for me more than a thousand times.
2 of 2 people found the following review helpful
Format:Paperback
"Everything is Negotiable" by Gavin Kennedy falls under the category of non-IT books that I occasionally pick up (and do not regret). The guy runs a company in UK which helps break deals and negotiate for you, apart from training your people to do better at deals.
The books starts off with a simple question:
1. Faced with a difficult opponent, it is better to concede something of little value in order to create goodwill. True or False?
Many people will tend to concede. That something is of little value to you, right? and the opponent is somebody overly demanding as well! Gavin Kennedy tends to disagree and he has sound reasons for that:
1. Goodwill is a myth! Business is about offering what you have in exchange for what you want. Why is the other person bargaining for that something of little value?
2. You are encouraging the behavior of your difficult opponent by conceding in the first deal. He/ she will become more and more unrealistic in future. On the other hand, you will have little ground to behave differently.
This remarkable opening is followed by around 24 chapters, which include various negotiating scenarios (not all of them provide insight, though). Reading the negative reviews, I agree that the size of the book (around 350 pages) could be reduced to at least 3 quarters without any loss of content. But the book has been quite informative for me.
The books starts off with a simple question:
1. Faced with a difficult opponent, it is better to concede something of little value in order to create goodwill. True or False?
Many people will tend to concede. That something is of little value to you, right? and the opponent is somebody overly demanding as well! Gavin Kennedy tends to disagree and he has sound reasons for that:
1. Goodwill is a myth! Business is about offering what you have in exchange for what you want. Why is the other person bargaining for that something of little value?
2. You are encouraging the behavior of your difficult opponent by conceding in the first deal. He/ she will become more and more unrealistic in future. On the other hand, you will have little ground to behave differently.
This remarkable opening is followed by around 24 chapters, which include various negotiating scenarios (not all of them provide insight, though). Reading the negative reviews, I agree that the size of the book (around 350 pages) could be reduced to at least 3 quarters without any loss of content. But the book has been quite informative for me.
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Most Recent Customer Reviews
Best book I've read on the subject
This is about the 20th book I've read on this subject, and this version is the 4th edition - I read the third edition and this is a big improvement. Read more
Published 5 months ago by P. Jones
Are you a Fox, Sheep, Owl or Donkey?
In negotiating (and even in living your life) are you a Fox, Sheep, Owl or Donkey? The self-test section is particularly enlightening."
Published 21 months ago by Loz
It is really that good!
I know what you are thinking. Yet another book that will help me negotiate, sell myself better, get what I want on my own terms. BS, right?
I thought so too. Read more
I thought so too. Read more
Published on 3 May 2010 by Eran Ben Sabat
learning with humour
The author uses humour and memorable phrases to convey his ideas in an effective way.
Published on 18 Oct 2009 by xyz
Decide what you want--get what you need
Everything is negotiable! ISBN 0 09 924382 2 Gavin Kennedy, 3rd Edition, 1997, Random House, London. Read more
Published on 10 July 2007 by Wynkyn de Worde
Good negotiation tactics, but little structure
The Author is clearly a very experienced negotiator and highlights many effective negotiating tactics in the book. Read more
Published on 13 Dec 2003 by Mr C Smith
An easy, enjoyable, practical book
Everything is negotiable is a book I can't recommend highly enough. It's very easy to read, nicely packaged as a balance of stories and practical exercises and it does the... Read more
Published on 25 April 2003 by "peterfreeth"
Shallow, repetitive and frankly irritating
I bought this book because on a couple of occasions, I didn't make the best of some negotiation situations I was involved in. Read more
Published on 10 Dec 2001
I selfishly hope no-one else reads this book.
This is a book you could read simply for fun. Prof. Kennedy is not only an amusing writer but gets to the point too.
My reason for reading it was to help me sell. Read more
Published on 30 May 2000
The best beginner's guide to negotiating!
This marvellous book was given to me some years ago and I have recommended it on numerous occasions. Read more
Published on 6 Jan 2000
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