The Negotiation Book Your Definitive Guide to Successful Negotiating

by Gates, Steve

• ISBN13: 9781119155461
• ISBN10: 1119155460
• Edition: 2nd
• Format: Paperback
• Copyright: 2015-12-02
• Publisher: Wiley

Summary

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

Author Biography

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.

Table of Contents

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