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Product Description
Product Description
Gavin Kennedy aims to go beyond tough guy tactics to reveal how people actually negotiate. This text is not about what people ought to do, rationally or otherwise - it is about how people really behave and what you can do about it. His thesis is that the two usual modes of negotiating behaviour should be blended. The "red style" is the use of manipulative tactics and agressive ploys, whilst the "blue style" is the antidote to this, suggesting the use of principled negotiation and rational problem solving prescriptions. Kennedy presents his "purple style", which says: "give me some of what I want ("red style") and I will give you some of what you want ("Blue style")". "Red" is taking behaviour, "blue" is giving behaviour, and "purple" is trading behaviour. "Purple" behaviour deals with people as they are, and not how you assume them to be. It is biased towards how negotiators behave and prefers the evidence of their behaviour to affirmations of their good intentions, but it is not a rationale for cynicism. The author sets-out a simplified, 4-phase process of this theory: prepare; debate; propose; and bargain.
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Customer Reviews
Most Helpful Customer Reviews
6 of 7 people found the following review helpful
Format:Paperback
After reading this book, I really improved my negotiating performance. I acquired the knowledge I could successfuly apply in different business situations. Dr.Kennedy gives not only a new edge, but also a perfect edge in negotiation. I recommend it to everyone who wants to be a practioner in negotiation.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
2 reviews
A Classic - Gets Better With Age
12 May 2011
Format:Paperback
Returning to this book several years after first purchasing it, I am now recommending it to a local library. Kennedy's clear vision and language make the basic concepts and methods of business negotiation accessible to beginners, and provides a useful guide to the experienced as well.
In a field full of strategic game theorists (Kennedy calls these "red") and the so-called "principled" or idealistic negotiators (blue), Kennedy occupies the conceptual middle ground (purple), bringing a sense of reality to the debate. His approach is relatively easy to learn, full of common sense, and gets you ready to face the tough and the sly.
If you have an important business negotiation next week and have time to read one book - this is it. If you are experienced and well read, then you may want to buy this as an introduction to Kennedy's approach and look to other publications by the same author.
In a field full of strategic game theorists (Kennedy calls these "red") and the so-called "principled" or idealistic negotiators (blue), Kennedy occupies the conceptual middle ground (purple), bringing a sense of reality to the debate. His approach is relatively easy to learn, full of common sense, and gets you ready to face the tough and the sly.
If you have an important business negotiation next week and have time to read one book - this is it. If you are experienced and well read, then you may want to buy this as an introduction to Kennedy's approach and look to other publications by the same author.
1 of 5 people found the following review helpful
Very disappointing !
5 Mar 2001
Format:Paperback
"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 !
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