The Negotiation Book: Your Definitive Guide To Successful Negotiating

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John Wiley & Sons, Apr 8, 2011 - Business & Economics - 320 pages
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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.


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The Negotiation Clock Face
Why Power Matters
The Ten Negotiation Traits
The Fourteen Behaviors that Make
The E Factor
Authority and Empowerment
Tactics and Values
to Build Value

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About the author (2011)

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.

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