The Negotiation Book: Your Definitive Guide to Successful Negotiating (2nd Edition)

The Negotiation Book: Your Definitive Guide to Successful Negotiating (2nd Edition)

By: Steve Gates (author)Paperback

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Winner! - CMI Management Book of the Year 2017 Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

About Author

Steve Gates, founder and CEO of The Gap Partnership, the world's leading negotiation consultants, helps you to understand the dynamics and strategies of commercial negotiation, and tap into the psychology, tactics and behaviors that will give you the advantage in any negotiation situation.


About the Author vii Acknowledgments ix Preface xi Chapter 1 So You Think You Can Negotiate? 1 Chapter 2 The Negotiation Clock Face 15 Chapter 3 Why Power Matters 33 Chapter 4 The Ten Negotiation Traits 55 Chapter 5 The Fourteen Behaviors that Make the Difference 69 Chapter 6 The E Factor 99 Chapter 7 Authority and Empowerment 125 Chapter 8 Tactics and Values 143 Chapter 9 Planning and Preparation that Helps You to Build Value 169 Final Thoughts 201 About The Gap Partnership 203 Index 207

Product Details

  • ISBN13: 9781119155461
  • Format: Paperback
  • Number Of Pages: 232
  • ID: 9781119155461
  • weight: 426
  • ISBN10: 1119155460
  • edition: 2nd Edition

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