The Negotiation Book

All the information and skills you need to get the best deal inany negotiation from an acknowledged world expert In a marketplace teeming with self-styled experts clamoring totell you the right way to negotiate, Steve Gates tells you thetruth: there is no one right way to negotiate. Negotiation is atthe heart of modern business and being a successful negotiator canmake the difference between success and failure in commercial life.In this new edition of his critically acclaimed guide, Gates,founder of the Gap Partnership the world's leadingnegotiation consultancy shows you how to make everynegotiation a big win. Arguing that skilled negotiators use a rangeof fourteen behaviors and ten traits, he uses the analogy of anegotiating clock face to illustrate a range of negotiationsituations and how to respond to each one.
* From planning, dynamics, and strategies to psychology, tactics,and behaviors, it arms you with what you need to strengthen yourposition, adapt strategies on the fly, and win everynegotiation * Takes you through all the stages of a negotiation, frombartering to long-term relationships, illustrating along the waythe ten essential traits and fourteen behaviors of an acenegotiator * Written by an acknowledged world expert who has consulted onhigh-level negotiations to many blue-chip companies, advising themon everything from M&As, to trade term negotiations for FMCGcompanies to price increases for oil companies