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- Wiley
More About This Title The Negotiation Book - Your Definitive Guide toSuccessful Negotiating 2e
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Winner! - CMI Management Book of the Year 2017 – Practical Manager category
Master the art of negotiation and gain the competitive advantageNow 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
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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.
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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
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"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)
