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The Negotiation Book: Your Definitive Guide To Successful Negotiating



The Negotiation Book: Your Definitive Guide To Successful Negotiating

Steve Gates

ISBN: 978-0-470-97530-5 April 2011 320 Pages


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.



Chapter 1 – So You Think You Can Negotiate?

Chapter 2 – The Negotiation Clock Face.

Chapter 3 – Why Power Matters.

Chapter 4 – The Ten Negotiation Traits.

Chapter 5 – The Fourteen Behaviours that Make the Difference.

Chapter 6 – The 'E' Factor.

Chapter 7 – Authority and Empowerment.

Chapter 8 – Tactics and Values.

Chapter 9 – Planning and Preparation that Helps You to Build Value.