The Negotiation Book: Your Definitive Guide to Successful Negotiating, 2nd Edition

  • 3h 29m
  • Steve Gates
  • John Wiley & Sons (UK)
  • 2016

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

In this Book

  • So You Think You Can Negotiate?
  • The Negotiation Clock Face
  • Why Power Matters
  • The Ten Negotiation Traits
  • The Fourteen Behaviors That Make the Difference
  • The “E” Factor
  • Authority and Empowerment
  • Tactics and Values
  • Planning and Preparation That Helps You to Build Value
  • Final Thoughts
  • About the Gap Partnership
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