NEGOTIATION IS ONE OF THE MOST IMPORTANT SKILLS IN BUSINESS. FACT.
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.
GAIN THE COMPETITIVE ADVANTAGE.
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
About the Author vii
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
"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)