The Negotiation Book

The Negotiation Book

by Steve Gates
Released December 2015
Publisher(s): Wiley
ISBN: 9781119155461

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Book description

Master the art of negotiation and gain the competitive advantage

Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book:

  • Explains the importance of planning, dynamics and strategies
  • Will help you understand the psychology, tactics and behaviours of negotiation
  • Teaches you how to conduct successful win-win negotiations
  • Gives you the competitive advantage

Table of contents

  1. About the Author
  2. Acknowledgments
  3. Preface
  4. Chapter 1 So You Think You Can Negotiate?
    1. SO WHAT IS NEGOTIATION?
    2. THE NEED FOR SATISFACTION
    3. PERSONAL VALUES
    4. HONESTY WITH YOURSELF
    5. KEY TAKEAWAYS
  5. Chapter 2 The Negotiation Clock Face
    1. WHY ARE THERE SO MANY DIFFERENT WAYS TO NEGOTIATE A DEAL?
    2. HOW THE NEGOTIATION CLOCK FACE WORKS
    3. KEY TAKEAWAYS
  6. Chapter 3 Why Power Matters
    1. WHAT DO WE MEAN BY POWER?
    2. HOW DOES POWER INFLUENCE NEGOTIATIONS?
    3. KEY TAKEAWAYS
  7. Chapter 4 The Ten Negotiation Traits
    1. 1. NERVE
    2. 2. SELF-DISCIPLINE
    3. 3. TENACITY
    4. 4. ASSERTIVENESS
    5. 5. INSTINCT
    6. 6. CAUTION
    7. 7. CURIOSITY
    8. 8. NUMERICAL REASONING
    9. 9. CREATIVITY
    10. 10. HUMILITY
    11. KEY TAKEAWAYS
  8. Chapter 5 The Fourteen Behaviors that Make the Difference
    1. THE FOURTEEN BEHAVIORS
    2. KEY TAKEAWAYS
  9. Chapter 6 The “E” Factor
    1. THE EFFECT OF HUMAN EMOTION ON NEGOTIATION
    2. CONSCIOUS COMPETENT
    3. YOUR VALUES
    4. EMOTIONAL INTELLIGENCE
    5. THE ART OF LOSING
    6. MANAGING THE EMOTIONAL NEED FOR SATISFACTION
    7. TRUST, TACTICS, AND EMOTIONS
    8. VISIBLE EMOTION
    9. KEY TAKEAWAYS
  10. Chapter 7 Authority and Empowerment
    1. UNDERSTANDING EMPOWERMENT
    2. YOUR BOSS CAN BE YOUR WORST ENEMY
    3. EMPOWERMENT WITHIN TEAM ROLES
    4. GETTING EMPOWERED BEFORE YOU START
    5. DECISION-MAKING AUTHORITY
    6. EMPOWERMENT AND SCOPE TO CREATE VALUE
    7. KEY TAKEAWAYS
  11. Chapter 8 Tactics and Values
    1. RECOGNIZING THE PROCESS AND THE GAMESMANSHIP IN PLAY
    2. A QUESTION OF CHOICES AND PERSONAL STYLE
    3. WHAT ARE TACTICS?
    4. KEY TAKEAWAYS
  12. Chapter 9 Planning and Preparation that Helps You to Build Value
    1. PLANNING CREATIVE TRADE-OFFS WHICH REALIZE ADDITIONAL VALUE
    2. EACH AND EVERY DEAL IS UNIQUE
    3. UNDERSTANDING VALUE
    4. THE SIX PRIMARY VARIABLES
    5. WORKING WITH VARIABLES
    6. KNOWING WHAT VARIABLES YOU HAVE TO WORK WITH
    7. RISK AS A NEGOTIABLE
    8. PREPARING TO MANAGE COMPLEXITY
    9. PLANNING FROM A PRACTICAL PERSPECTIVE
    10. KEY TAKEAWAYS
  13. Final Thoughts
  14. About The Gap Partnership
  15. Index
  16. EULA

Product information

  • Title: The Negotiation Book
  • Author(s): Steve Gates
  • Release date: December 2015
  • Publisher(s): Wiley
  • ISBN: 9781119155461