The Negotiation Book: Your Definitive Guide To Successful Negotiating
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The Negotiation Book Your Definitive Guide To Successful Negotiating

By Steve Gates
John Wiley & Sons December 2010

Specifications

ISBN-13
9780470664919
Publisher
John Wiley & Sons
Publication
December 2010
Format
Hardback , 320 pages
Jurisdiction
International ? Countri(es) for reference only

Details

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.

Table of Contents

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.

About 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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