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9781138263284

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'...an advanced text for people who already have negotiating skills but who need advice on applying those skills...Kennedy does very well at tailoring the content of this text to the needs of his target audience by giving them ample opportunities to apply the information to their individual organizations.' - Legal Information ALERT 'The book is for the senior who provides input to or assessment of their organisation's medium or long-term planning processes, and who are engaged in implementing any aspect of their organization's plans.' - Educational Book Review India

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Gavin Kennedy, Professor at Edinburgh Business School, recently retired from full-time academic work, but continues to facilitate courses at the Business School and to undertake negotiation consultancy for major corporates. He has worked with many blue chip organizations in the public and private sectors in the UK and many other countries across Europe, the Middle East and SEAsia, as well as in Australia, the USA and Canada, and South Africa. His experiences as a negotiator and consultant, from operational level for senior managers to strategising, managing and preparing for complex and high-value contracts at Board level for CEOs and directors, have been distilled into numerous books and training resources, including (for Gower) the video Do We Have a Deal?, the training manual Kennedy's Simulations for Negotiation Training and the book Kennedy on Negotiation.

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