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The Negotiation Book

The Negotiation Book: Your Definitive Guide To Successful Negotiating

The Negotiation Book Your Definitive Guide To Successful Negotiating

Author: Steve Gates
Publisher: John Wiley & Sons
ISBN: 9780470664919
Published In: December 2010
Format: Hardback , 320 pages
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

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Description
Contents
Author

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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 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.

Acknowledgements.

Preface.

Chapter 1 – So You Think You Can Negotiate?

Chapter 2 – The Negotiation Clock Face.

Chapter 3 – Why Power Matters.

Chapter 4 – The Ten Negotiation Traits.

Chapter 5 – The Fourteen Behaviours that Make the Difference.

Chapter 6 – The 'E' Factor.

Chapter 7 – Authority and Empowerment.

Chapter 8 – Tactics and Values.

Chapter 9 – Planning and Preparation that Helps You to Build Value.

Index.

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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