Professor Gavin Kennedy BA, MSc, PhD, FCInstM


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.



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