Books

Gavin Kennedy co-authored Managing Negotiation, the pioneering textbook that laid the groundwork for modern negotiation thinking — published a year before Getting to Yes. He went on to publish the award-winning Everything Is Negotiable, translated into over fifteen languages. From there, he continued to develop groundbreaking models of negotiation behavior — including the Red, Blue, and Purple styles — helping people rethink how they approach conflict, power, and persuasion in high-pressure situations.

The Persuasive Negotiator: Tools and Techniques for Effective Negotiating

In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real-life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently.

Everything is Negotiable: How to Get the Best Deal Every Time

Whether you need to ask for a raise at work, request a better hotel room while you’re on holiday, or even debate with your stubborn teenager at home, you can learn effective and powerful negotiation skills to help you get the best deal every time. With chapters on such subjects as making your offer count, dealing with intimidation, and getting it in writing, as well as self-assessment tests to help chart your progress, this book is a one-stop shop for anyone who wants to improve their negotiation skills. Superbly practical and insightful, this essential guide will make sure you come out on top in any negotiation.

Managing negotiations

Our first published book, Managing Negotiation, was released in 1980—preceding Getting to Yes by a year and laying the groundwork for modern negotiation strategy before Harvard entered the conversation.

The second edition was published together with the first-ever negotiation training film, designed to accompany the book and illustrate key principles in action

The New Negotiating Edge: The Behavioral Approach for Results and Relationships

A practical guide to the art of business negotiation from one of the world’s foremost authorities, incorporating the latest findings on how people achieve results in the real world successfully.

The Economist - Essential Negotiation: An A to Z Guide

The Essential A–Z Guides are lively, practical resources for business and investment professionals, as well as politicians, public servants, and students. Each book contains hundreds of entries that concisely explain the subject’s concept in a handy reference that complements any business library.

The Economist Pocket Negotiator

Starting from the basis that everyone already has some negotiating ability and experience, the book aims to develop a better understanding of negotiating principles and the negotiating process. Alphabetically arranged and including cartoon illustrations, it highlights skills calculated to yield better results than trying to muddle through.

Strategic Negotiation

If you are operating at a senior level where negotiations are, by their nature, high value, complex, multi-level and often multi-party, what better guide than Gavin Kennedy, a long-standing world expert on negotiation, and his book Strategic Negotiation?

Perfect Negotiation

Whether you want to negotiate a business deal, a pay rise – or the price of a new house or car, Perfect Negotiation shows you how to get a better deal every time – and avoid costly mistakes.

Influencing For Results

Looks at how to improve the reader’s ability to exert influence for major stakes (career decisions) and minor stakes (who sits next to you at a business lunch). Each chapter begins with a self-assessment test, which is followed by the author’s opinion of each answer.

Profitable Negotiation

Kennedy provides all the fundamentals of negotiation, guiding readers through the key principles and skills required for profitable outcomes. Moreover, he applies the latest research in negotiation behavior, resulting in a state-of-the-art handbook of modern negotiating techniques.

Kennedy on Negotiation

Kennedy on Negotiation is an authoritative and comprehensive guide to negotiation skills training and practice. Dr Kennedy uses the well-established ‘Four Phases’ model as the structure around which he critiques constructively the numerous competing theories and models. Gavin Kennedy’s book is everything you would expect from one of the most respected writers on negotiation. It is a readable and reliable guide to all that is best in the various contributions to negotiation training from authors such as John Nash, Walton and McKersie, Atkinson, Nierenberg, Rubin and Brown, Gottschalk, Karass, Fisher and Ury, and many more, including Gavin Kennedy himself.