The Negotiation Book: Your Definitive Guide to Successful Negotiating, 3e Custom Edition
3rd Edition
Published on 8. December 2022
Book
Paperback/Softback
272 pages
978-0-85708-960-1 (ISBN)
More details
Person
Content
About the Author v
Acknowledgments vii
Preface - Context and relevance ix
Introduction xvii
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
Acknowledgments vii
Preface - Context and relevance ix
Introduction xvii
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