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Full Description
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.
Contents
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
