Negotiation

EDINBURGH BUSINESS SCHOOL

Professor Gavin Kennedy BA, MSc, PhD, FCInstM

Negotiation

The Negotiation Programme is written by Professor Gavin Kennedy BA MSc PhD FCInstM, Managing Director of Negotiate Ltd and a Professor at Edinburgh Business School, Heriot-Watt University, Edinburgh, Scotland. Professor Kennedy taught at the University of Strathclyde Business School for 11 years and was a Professor in the Department of Accountancy and Finance, Heriot-Watt University, Edinburgh from 1984–8. He ran his first Negotiating Workshop at Brunel University, London in May 1972. His books on Negotiating include: Managing Negotiations (co-author), 1980 (3rd edition, 1987), Business Books Ltd; Everything is Negotiable, 1983 (3rd edition, 1997), Arrow Books; Negotiate Anywhere, 1985, Arrow Books; Superdeal: How to Negotiate Anything, 1986, Hutchinson; The Economist Pocket Negotiator, 1988, (2nd edition, 1997), Profile and the Economist Publications; Kennedy’s Simulations for Negotiation Training, 1993 (2nd edition, 1996), Gower; Kennedy on Negotiation, 1997, Gower and The New Negotiating Edge, 1998, Nicholas Brealey. His books have been translated into Dutch, German, Swedish, Spanish, Chinese, Japanese and Portuguese. He is a co-author of the Negotiating Skills Portfolio, 1986, Scotwork, and The Art of Negotiation, a Longmans Training film, 1983, which is also available in the interactive format. He is also author of the video packages: Everything is Negotiable, 1987 and Do We Have a Deal?, 1992, both from Gower. Professor Kennedy is a Fellow of the Chartered Institute of Marketing. The following are some of the companies he has consulted with: Allied Irish Bank Group; British Petroleum; CWS; IBM; Motorola; Royal Bank of Scotland; United Distillers.

Negotiation

 

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