The Negotiation Book: Your definitive guide to successful negotiating

The Negotiation Book: Your definitive guide to successful negotiating

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by Steve Gates
     
 

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Negotiation is one of the most important skills in business. Fact.

No other skill will give you a better chance of optimising your success and your organisation’s success.

Every time you negotiate, you are looking for an increased advantage. This book delivers it. From planning, dynamics and strategies, to psychology, tactics and behaviours, nothing will

Overview

Negotiation is one of the most important skills in business. Fact.

No other skill will give you a better chance of optimising your success and your organisation’s success.

Every time you negotiate, you are looking for an increased advantage. This book delivers it. From planning, dynamics and strategies, to psychology, tactics and behaviours, nothing will put you in a stronger position to build capability, build negotiation strategies and facilitate negotiations through to successful conclusions. Chapters include:

  • The Clock Face of Negotiation
  • Can You Really Negotiate?
  • Limitations
  • The Architect
  • The ‘e’ Factor
  • Empowerment
  • Creativity
  • Partnerships

The Negotiation Book is your competitive advantage. That’s something everyone can agree on.

Product Details

ISBN-13:
9780470664919
Publisher:
Wiley
Publication date:
02/22/2011
Pages:
320
Product dimensions:
5.70(w) x 8.60(h) x 1.30(d)

Meet the Author

Steve Gates is the founder and CEO of The Gap Partnership, the world’s leading negotiation consultancy.

Founded in 1997, the company now has office worldwide. Steve and his team of negotiation consultants have advised and developed some of the world’s leading organizations with their most difficult negotiations, dealing with everything from retail trade terms to mergers and acquisitions, oil prices and trade union disputes.

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Negotiation Book: Your Definitive Guide To Successful Negotiating 5 out of 5 based on 0 ratings. 1 reviews.
RolfDobelli More than 1 year ago
Steve Gates, a negotiation consultant, takes a balanced approach - exemplified in his conceptual tool, "the negotiation clock face" - that makes this manual valuable for negotiators with a wide range of skills and approaches. Gates is refreshingly honest. He incorporates the lessons of a half-dozen other books on the topic, and renders most other texts on the subject obsolete. Though the book is not necessarily the right stand-alone tool for raw beginners, getAbstract recommends its tough lessons to moderately and extensively experienced negotiators well as to anyone looking to become more realistic about business.