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

Gates, Steve

Hardcover

ISBN 10: 0470664916 ISBN 13: 9780470664919

Publisher: Wiley, 2011

Synopsis

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.

About this title

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.

No other skill will give you a better chance of optimizing 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 behavious, nothing will put you in a stronger position to build capability, build negotiation strategies and facilitate negotiation through to successful conclusions.

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

From the Inside Flap

There are Books on Negotiation and Then There’s The Negotiation Book

How is this one different?

It provides the truth: and it provides answers. And for once, it’s about you. Your deals, your planning, your behaviour, your relationships, your thinking, and your profit.

This book starts – and ends – with you – whilst spending quite a lot of time in the heads of the people you’ll deal with too. It’s called ‘getting insider the other person’s head’ – and it will give you and your team an amazing competitive advantage as you work towards becoming the complete skilled negotiator. 

Edition details

• Publisher: Wiley
• Publication date: 2011
• Language: English
• ISBN 10: 0470664916
• ISBN 13: 9780470664919
• Binding: Hardcover
• Edition number: 1
• Number of pages: 320