Negotiation is one of the most important skills in business. 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. The Negotiation Book is your competitive advantage. That’s something everyone can agree on.
Steve Gates is the founder and CEO of The Gap Partnership, the world’s leading negotiation consultancy. Founded in 1997, the company now has office worldwide. Steve and his team of negotiation consultants have advised and developed some of the world’s leading organizations with their most difficult negotiations, dealing with everything from retail trade terms to mergers and acquisitions, oil prices and trade union disputes.
©2010 Steve Gates (P)2012 Audible Ltd
"… [A] good guide to negotiating skills… Gates does a sound job of explaining the processes and tricks of effective negotiating." (Director)
"…[R]ight from the start I was hooked… clear explanations and uncomplicated writing style…does what it sets out to achieve." (Edge)
I suppose being entertained is too much to expect? Or perhaps I am shallow. But here is a pretty comprehensive look at the topic, with some simple ways to model and think about it.
Love this book. I have both audio book and print edition. Like the different approach towards different types of negotiations rather than typical win win approach.
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