Titre : | The new negociating edge : The behavioral approach for results and relationships |
Auteurs : | Gavin Kennedy |
Type de document : | texte imprimé |
Editeur : | Londres : Nicholas Brealy Publishing, 1998 |
ISBN/ISSN/EAN : | 978-1-85788-200-1 |
Format : | XII, 275 p. / 24 cm |
Note générale : | Annexe : p. 273 |
Langues: | Anglais |
Index. décimale : | 159 (Psychologie) |
Sujets : |
Social Behaviorisme ; Négociation |
Résumé : |
"The key to solving the dilemmas of trust and risk is not to alternate between red and blue but to fuse them into purple behavior. This fusion expresses neatly the essence of the negotiation exchange : give me some of what I want (my red results side) and 1 Iwill give you some of what you want (my blue relationships side). Red is taking behavior, blue is giving behavior and purple is trading behavior, i.e. taking while giving. It is a two-way exchange, a trade and not a one-way street. Purple behavior deals with people as they are, warts and all, and not how you assume them to be. It is biased towards how negotiators behave and prefers the evidence of their behavior to affirmations of their good intentions, but it is not a rationale for cynicism. Purple behavior responds to and nurtures reciprocated purple behavior and plays strict tit-for-tat behavioral strategies that are open, learnable, certain and "nice"." |
Exemplaires (1)
Localisation | Section | Support | Cote de rangement | Statut | Disponibilité |
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Centre de documentation - Social | 1 - Philosophie et psychologie | Livre | 159/647 | Empruntable | Disponible |