Summary of Essential Negotiation

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Essential Negotiation book summary
In combat, one side wins and the other loses. In negotiation, everybody wins.


7 Overall

7 Applicability

5 Innovation

6 Style


In the case of this often amusing, alphabetically organized (well, mostly), cross-referenced guide, a dictionary is as instructive as a textbook – although, because of their brevity, some of the definitions are confusing. Gavin Kennedy provides a basic introduction to the topic, then lets his definitions do most of the heavy lifting. He adds a dimension by providing examples from years of real-world experience. The book also stands out because of its European perspective: An appendix lists Europe-based negotiating consultants and trainers. Because of its unusual structure, getAbstract recommends this text to both novices, who should probably read it from beginning to end, and experienced negotiators, who can dip into it when they need a reference book to remind them of key terms, strategies and ploys.

In this summary, you will learn

  • What key negotiating terms mean; and
  • How to use negotiating tactics to get what you want.


Major and Minor Differences
Negotiation is a defining human trait and an essential element of human social interaction. People are interdependent. To keep the wheels of commerce and social interaction turning, they must maintain good relations with one another. When they face conflicts...
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About the Author

Gavin Kennedy is a professorial fellow at Edinburgh Business School and the author of several books, including Everything is Negotiable and The Perfect Negotiation.

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