BIBFRAME Work

Title

The work smarter guide to negotiation

Type

• Monograph
• Text

Contribution

• Houghton, Jim (aut)
• Kinnell, Kirk (aut)

Subject

• Negotiation in business (LCSH)
• Negotiation (LCSH)

Language

• English

Classification

LCC: BF637.N4 H68 2024 (Assigner: dlc) (Status: used by assigner)

Content

• text

Supplementary content

• index

Summary

"Kirk Kinnell is a hostage negotiator and counter-terrorism expert with decades of experience. Jim Houghton has conducted complex M&A deals worth hundreds of millions. Despite their dramatically different backgrounds, they share the philosophy that negotiation is not a zero-sum game and that trust, integrity and fairness are essential to achieving a successful outcome. This book combines their vast knowledge to show you how to prepare for and conduct negotiations in almost any environment. What holds true for ending a siege or keeping a hostage alive could be the key to getting your toddler off to bed or agreeing a pay rise with your boss. Their invaluable advice will help you be resourceful and calm amid the stress and volatility of real-world negotiations"--Back cover.

Table of Contents

The key to any negotiation: empathy -- We plan, God laughs: being resourceful under pressure -- Power imbalances, dodgy dealers and difficult negotiations -- Negotiating with multiple parties -- Tips for playing well.

Authorized Access Point

Houghton, Jim. The work smarter guide to negotiation

Admin Metadata

• Date: 2026-09-11T20:13:32.855444+00:00
• Agent: cbc
• Status: c
• Derived from: 24081407

Admin Metadata

• Date: 2026-09-11
• Cataloger id: Unknown
• Description level: http://id.loc.gov/ontologies/bibframe-2-6-0/
• Description language: eng
• Description authentication: pcc