Negotiation is one of the most important skills in business. Fact. 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. Chapters include: The Clock Face of Negotiation Can You Really Negotiate? Limitations The Architect The ‘e’ Factor Empowerment Creativity Partnerships The Negotiation Book is your competitive advantage. That’s something everyone can agree on.
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‘… a good guide to negotiating skills…Gates does a sound job of explaining the processes and tricks of effective negotiating. ’ (Director, March 2011). ‘…right from the start I was hooked…clear explanations and uncomplicated writing style…does what it sets out to achieve.’ (Edge, May 2011).
From the Inside Flap
There are Books on Negotiation and Then There’s The Negotiation Book How is this one different? It provides the truth: and it provides answers. And for once, it’s about you. Your deals, your planning, your behaviour, your relationships, your thinking, and your profit. This book starts – and ends – with you – whilst spending quite a lot of time in the heads of the people you’ll deal with too. It’s called ‘getting insider the other person’s head’ – and it will give you and your team an amazing competitive advantage as you work towards becoming the complete skilled negotiator.
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Most Helpful Customer Reviews
4 of 4 people found the following review helpful
By Rolf Dobelli
TOP 500 REVIEWER
Format:Hardcover
Steve Gates, a negotiation consultant, takes a balanced approach - exemplified in his conceptual tool, "the negotiation clock face" - that makes this manual valuable for negotiators with a wide range of skills and approaches. Gates is refreshingly honest. He incorporates the lessons of a half-dozen other books on the topic, and renders most other texts on the subject obsolete. Though the book is not necessarily the right stand-alone tool for raw beginners, getAbstract recommends its tough lessons to moderately and extensively experienced negotiators well as to anyone looking to become more realistic about business.
1 of 1 people found the following review helpful
By Charlie
Format:Hardcover
This was the most helpful book I have read in a long time it has helped me in my start up business to expand and consequently has grown my Market share. I have opened 2 more outlets and they turned even within a month. This book is my business bible and could not have achieved such success with out it. I am 19 years old and this book has been turning point in my career.
1 of 1 people found the following review helpful
By IB
Format:Hardcover
Having been in senior commercial roles most of my career it was refreshing to pick up a book that spells out the negotiation process in real rather than academic terms. There was nothing here that I did not agree with (on reflection!) and much that was either new to me or added context to strategies and tactics that I have been using for years. I rarely give feedback, but in this case am delighted to as it will add value to practitioners regardless of which side of the table you are sat on.
If you want a purely academic read, I would recommend The Art and Science of Negotiation
If you want a purely academic read, I would recommend The Art and Science of Negotiation
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4.8 out of 5 stars
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Most Recent Customer Reviews
5.0 out of 5 stars
Fantastic, Inspirational Read
I really cannot recommend this book enough.
Of all the negotiation/self improvement books I have read this has to be the best. Read more
Of all the negotiation/self improvement books I have read this has to be the best. Read more
Published 11 months ago by CharleyS
5.0 out of 5 stars
A Superb Insight
I really enjoyed this book. It was a well written, thoroughly useful guide which will help you negotiate effectively. Read more
Published 12 months ago by AF
5.0 out of 5 stars
A refreshingly pragmatic approach
This book is an excellent look at a pragmatic, real life approach to negotiation. The models explained are practical, easy to understand and brought to life through relevant... Read more
Published 12 months ago by HG
5.0 out of 5 stars
Excellent roadmap
This is an excellent roadmap to negotiation, a topic which occupies multiple spaces (social sciences, psychology, business management..) sometimes in confused manner. Read more
Published 20 months ago by Leandro Herrero
2.0 out of 5 stars
some good potential but its not outstanding
There are quite a lot of books on this subject and as this is a rather new publication I thought to give it a try. Overall I'll give it a 4.5 out of 10. Read more
Published on 14 April 2011 by narine
5.0 out of 5 stars
Will make you Money
A great book, written in a way that makes it very easy to read. This is a book that will make a difference to the way I negotiate. Read more
Published on 30 Dec 2010 by Garp
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