Everything is negotiable! ISBN 0 09 924382 2 Gavin Kennedy, 3rd Edition, 1997, Random House, London.
Kennedy reminds readers that most people were extraordinary gifted negotiators when they were children. However, in process of becoming adults many seem to leave these skills behind. Kennedy believes that everyone can revive these skills first by reminding themselves what the skills are and then practising them.
The content of the book is based on the materials that he developed and has used in his training seminars.
The book commences with a simple but effective `true' or `false' self assessment: `Faced with a difficult opponent, it is better to concede something of little value in order to create goodwill'. The test is intended to provide the reader with a litmus test of his or her negotiation awareness. The author then deconstructs the statement and explains what in his opinion is the right answer. Kennedy states that in his experience of running courses over a number of years that only 1 in 20 participants give the `right' answer to the question.
Each of the 26 chapters deal with a negotiation behaviour or situation that the reader is likely to encounter in practice. The chapters begin with either a self-assessment test based on the material that follows or a negotiation scenario that allows readers to test their knowledge in greater depth.
Readers are encouraged to track their performance and are helped to identify areas where they may wish to adopt more different behaviours. To this end the book contains charts that readers may use to track progress.
This is a very practical book and the lessons learnt can be applied with immediate good effect. `Everything is negotiable!' is rich in entertaining anecdote, teaching tales, and is highly recommended.