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Home > Business and Economics > Business and Management > Business negotiation > The Negotiation Book: Your Definitive Guide to Successful Negotiating
The Negotiation Book: Your Definitive Guide to Successful Negotiating

The Negotiation Book: Your Definitive Guide to Successful Negotiating


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About the Book

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

Table of Contents:
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

About the Author :
Steve Gates is founder and CEO of The Gap Partnership, the world's leading negotiation consultancy. Since 1997 Steve has consulted with and supported global corporations from all business sectors facing the challenge of optimizing value from their many and varied negotiations. His interest in commerce, capitalism, and psychology continues to inspire his innovative flair and passion for greater insights into the art and science of negotiation. His home remains in the UK.

Review :
"Reading this book will put you in a stronger position to build capacity, build negotiation skills and strategies, to facilitate negotiations through to successful conclusions."  (Management Services, June 2017) “After reading this book you should feel empowered to build negotiation strategies and see negotiations through to their successful conclusion” (Moneywise, November 2015) “Everyone can pick up this book as it will prove useful in both professional and personal situations – after all, we will all have to wrangle terms at some point.” (Entrepreneur Middle East, January 2016) “this is an impressive guide that should help anyone whose job involves some element of negotiating” (Irish Times, February 2016)


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Product Details
  • ISBN-13: 9781119155515
  • Publisher: John Wiley & Sons Inc
  • Publisher Imprint: Standards Information Network
  • Edition: Revised edition
  • No of Pages: 240
  • ISBN-10: 1119155517
  • Publisher Date: 08 Oct 2015
  • Binding: Digital (delivered electronically)
  • Language: English
  • Sub Title: Your Definitive Guide to Successful Negotiating


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