Essential Negotiation (The Economist Series) - Tapa blanda

A new title from the 'Essentials' series. Everything you need to know about successful negotiation in a striking paperback format with flaps. Following an introduction about the art of negotiation - different styles and approaches to negotiation and how it is affected by culture, the bulk of the book is an expansive A-Z with several hundred entries that explain the essentials of successful negotiation, with entries that stretch from Apples and pears and bagatelle, through Hooker's principle and lock-out, all the way to Russian front and win-win... ...and including one on children, who are described as"the world's best negotiators, who know how to get what they want, are utterly ruthless, have no sense of responsibility, have no sense of shame and have no long-term plans" whereas "parents give in to their children, give in to each other, are easily shamed and in constant states of remorse, and have long-term hopes and plans." Result "children win hands down."

Gavin Kennedy is Professorial Fellow at Heriot-Watt University and the author of several very successful books on negotiation, including Everything is Negotiable and Perfect Negotiation.