The Negotiation Book

Your Definitive Guide to Successful Negotiating

Steve Gates (The Gap Partnership)

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Paperback

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English

John Wiley and Sons Ltd
08 December 2022

Business negotiation; Business communication & presentation

Become the best negotiator you can be, one manageable step at a time

In the newly updated third edition of The Negotiation Book: Your Definitive Guide to Successful Negotiating, distinguished commercial negotiator Steve Gates delivers a singular and practical guide to the art and science of negotiation. Steve Gates is the founder of the world’s leading negotiation consultancy, The Gap Partnership – and the methodology in this book is used by the world's biggest businesses to successfully execute their strategies. The book lays out the behaviours and traits associated with successful negotiation and offers a comprehensive model for how power, process and behaviour can have substantial impacts on your next negotiation. You'll also learn how you can shape these factors to optimise value for yourself, your client or your organisation.

The author shows you how to secure more agreements and realise more value with every agreement you conclude. Through simple, realistic and hands-on advice, you’ll improve as a negotiator and apply straightforward techniques to the real-world, dynamic environments in which your negotiations take place. You'll also find:

Strategies for maintaining a balanced perspective and keeping your ego in check Maintaining a focus on the interests and priorities of the other party/parties Incremental steps for improving your negotiation ability that are easy to apply and retain

This third edition brings the book firmly into the zeitgeist as it considers the very modern challenges presented to commercial negotiators as a result of an ever-changing world, in which they must navigate technological advancements, the post-Covid reality of virtual negotiation, and the impact of war, Brexit and other macro-economic and political developments that are having far-reaching impacts to business and beyond.

An invaluable roadmap to becoming a Complete Skilled Negotiator, The Negotiation Book is the negotiation playbook that business leaders, lawyers, consultants and other professionals have been waiting for.

By: Steve Gates (The Gap Partnership)
Imprint: John Wiley and Sons Ltd
Country of Publication: United Kingdom
Edition: 3rd edition
Dimensions: Height: 208mm, Width: 135mm, Spine: 23mm
Weight: 272g
ISBN: 9780857089502
ISBN 10: 0857089501
Pages: 272
Publication Date: 08 December 2022
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

About the Author vii Acknowledgments ix Preface — Context and relevance xi Chapter 1 – So You Think You Can Negotiate? 1 Chapter 2 – Virtual Negotiating 17 Chapter 3 – The Negotiation Clock Face 23 Chapter 4 – Why Power Matters 43 Chapter 5 – Time – The Distinct Advantage 65 Chapter 6 – The Ten Negotiation Traits 85 Chapter 7 – The 14 Behaviors that Make the Difference 101 Chapter 8 – The “E” Factor 135 Chapter 9 – Authority and Empowerment 163 Chapter 10 – Tactics and Values 183 Chapter 11 – Planning and Preparation That Helps You to Build Value 211 Final Thoughts 245 About The Gap Partnership 247 Index 249

Steve Gates is the founder and chairman of The Gap Partnership, the world's leading negotiation consultancy. He has over 25 years of experience supporting global corporations from all business sectors in optimising value from their many and varied negotiations. He is deeply interested in commerce, capitalism and psychology, and their impacts on the success or failure of individual negotiations.