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Everything is Negotiable [Paperback]

Gavin Kennedy
4.5 out of 5 stars  See all reviews (13 customer reviews)

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Book Description

21 Aug 1997
A third revised edition covering all aspects of negotiation on big issues such as buying property or a company and smaller ones like getting your car fixed or buying a television and with examples and case studies looking at the Pacific Rim and Eastern Europe. New self-assessment exercises have also been included.

Product details

  • Paperback: 304 pages
  • Publisher: Random House Business Books; 3rd Revised edition edition (21 Aug 1997)
  • Language: English
  • ISBN-10: 0099243822
  • ISBN-13: 978-0099243823
  • Product Dimensions: 19.8 x 12.6 x 2.6 cm
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (13 customer reviews)
  • Amazon Bestsellers Rank: 741,519 in Books (See Top 100 in Books)

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Product Description

Book Description

The fourth edition of this indispensible guide to negotiation shows you how to make sure you always get the best result. --This text refers to an alternate Paperback edition.

From the Back Cover

Whether you need to ask for a raise at work, request a better hotel room while you're on holiday, or even debate with your stubborn teenager at home, you can learn effective and powerful negotiation skills to help you get the best deal every time.

In this fully revised and updated fourth edition of the worldwide success Everything is Negotiable, expert negotiator Gavin Kennedy walks you through all the techniques and tricks you need to get the best deal in any situation. With chapters on such subjects as making your offer count, dealing with intimidation and getting it in writing, as well as self-assessment tests to help chart your progress, Everything is Negotiable is a one-stop shop for anyone who wants to improve their negotiation skills. Superbly practical and insightful, this essential guide will make sure you come out top in any negotiation.

--This text refers to an alternate Paperback edition.

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Customer Reviews

Most Helpful Customer Reviews
9 of 9 people found the following review helpful
5.0 out of 5 stars First class book 24 Aug 2003
By A Customer
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.
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3 of 3 people found the following review helpful
4.0 out of 5 stars Good for a Non-Business Guy 16 Oct 2007
"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.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Has saved/made me £££Thousands 14 Mar 2008
By Sacadoh
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.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Decide what you want--get what you need 10 July 2007
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.
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1 of 1 people found the following review helpful
5.0 out of 5 stars Are you a Fox, Sheep, Owl or Donkey? 29 Aug 2010
By Loz
In negotiating (and even in living your life) are you a Fox, Sheep, Owl or Donkey? The self-test section is particularly enlightening."
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5 of 6 people found the following review helpful
5.0 out of 5 stars The best beginner's guide to negotiating! 6 Jan 2000
By A Customer
This marvellous book was given to me some years ago and I have recommended it on numerous occasions. As a senior divorce lawyer in London I make this book compulsory reading for all young trainees and solicitors in my firm. And above all, the book is easy and fun to read.
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4 of 5 people found the following review helpful
5.0 out of 5 stars I selfishly hope no-one else reads this book. 30 May 2000
By A Customer
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. Both selling and buying are fully covered with practical observations and 'do' & 'do not' advice.
It helped me and if you EVER buy or sell ANYTHING it will help you too.
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