The Negotiation Book: Your Definitive Guide to Suc cessful Negotiating, 3rd Edition

NEGOTIATION IS ONE OF THE MOST IMPORTANT SKILLS IN BUSINESS. FACT:bWe 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



What's new



What has changed in the past 6 years? The fundamentals are the same but the context and environment has changed as have the priorities and requirements of many organisations.
Explores the rapid pace of change and what impact this is having on relationships and deal making and long term agreements.
Upside down economics: even items which depreciate now appear to appreciate in value.
What is happening to trust? Committing to a deal with someone you have never met!
What is happening to risk? The need to negotiate greater flexibility in contracts.
What is happening to social contact?
Online negotiations and personal chemistry.
The implications of sustainability and environmental challenges to the commercial imperatives of contracts
Understanding how flexible working practices, the rise in social responsibility and other relevant issues will change how agreements are built and the new items now often found on the negotiation agenda.