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

Gates, Steve

Hardcover

ISBN 10: 1119155304 ISBN 13: 9781119155300

Publisher: Wiley, 2015

Synopsis

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 this title

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.

From the Back Cover

NEGOTIATION IS ONE OF THE MOST IMPORTANT SKILLS IN BUSINESS. FACT.

No other skill will give you a better chance of optimizing your success and the success of your organization.

The Negotiation Book is about your agreements, your planning, your behavior, your relationships, your career and achieving your goals. Negotiation starts with you. It is about you, your mindset, your ego and your potential to craft the types of agreements that may have eluded you in the past. There is more to negotiation than tactics and positioning so let me introduce you into the heads of the other party where we can see and understand what really happens during negotiations.

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

Fully revised and updated second edition

From the Inside Flap

The Gap Partnership is a global negotiation consultancy working with over 500 blue chip organizations, in 13 different languages from offices around the world. Founded in 1997, we specialize exclusively in negotiation. We've studied it, dissected it, analyzed it and applied it. It's a business discipline we are passionate about.

At The Gap Partnership we create the world's best negotiators through our unique negotiation development programs delivering sustained behavior change. We create them through our consulting proposition in the companies we work with. Our specialist practitioners partner with our clients around the world to ensure they provide the very best advice, development and support in negotiation process, strategy and execution.

Edition details

• Publisher: Wiley
• Publication date: 2015
• ISBN 10: 1119155304
• ISBN 13: 9781119155300
• Binding: Hardcover
• Language: English
• Edition number: 2
• Number of pages: 232