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

  • ID: 3328009
  • Book
  • 232 Pages
  • John Wiley and Sons Ltd
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We all have to negotiate at some point; whether in the office or at home. Successful negotiating can lead to great results that can in turn have a profound effect on our lives – financially, personally and professionally. No other skill will give you a better chance of optimizing opportunities in life.


Steve Gates, founder and CEO of The Gap Partnership, the world′s leading negotiation consultants, helps you to understand the dynamics and strategies of commercial negotiation, and tap into the psychology, tactics and behaviors that will give you the advantage in any negotiation situation.

You will learn how to:

  • Take control of your negotiations through assertiveness and self–assurance
  • Adapt your approach and behavior to suit different types of negotiation
  • Realize more value from every agreement you make
  • Create more opportunities through planning and preparing for your negotiations
  • Understand the short term tactics that others may try to use to manipulate you

With exclusive free access to an online negotiation profiler, this book will help you to develop the self–awareness you need to successfully build negotiation strategies and facilitate negotiations to get the results you want.

′Invaluable in helping you prepare and execute your negotiation strategy′
—Martin Porter, Sales Managing Director, Heinekenrom

Fully revised and updated second edition

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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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Steve Gates
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