3 of 3 people found the following review helpful
Good for a Non-Business Guy,
This review is from: Everything is Negotiable (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.