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The Negotiation Book


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Table of Contents

About the Author vii

Acknowledgments ix

Preface xi

Chapter 1 - So You Think You Can Negotiate? 1Chapter 2 - The Negotiation Clock Face 15Chapter 3 - Why Power Matters 33Chapter 4 - The Ten Negotiation Traits 55Chapter 5 - The Fourteen Behaviors that Make the Difference 69Chapter 6 - The "E" Factor 99Chapter 7 - Authority and Empowerment 125Chapter 8 - Tactics and Values 143Chapter 9 - Planning and Preparation that Helps You to Build Value 169

Final Thoughts 201

About the Gap Partnership 203

Index 207

About the Author

Steve Gates is founder and CEO of The Gap Partnership, the world's leading negotiation consultancy. Since 1997 Steve has consulted with and supported global corporations from all business sectors facing the challenge of optimizing value from their many and varied negotiations. His interest in commerce, capitalism, and psychology continues to inspire his innovative flair and passion for greater insights into the art and science of negotiation. His home remains in the UK.


"Reading this book will put you in a stronger position to build capacity, build negotiation skills and strategies, to facilitate negotiations through to successful conclusions." (Management Services, June 2017)

"After reading this book you should feel empowered to build negotiation strategies and see negotiations through to their successful conclusion"
(Moneywise, November 2015)

"Everyone can pick up this book as it will prove useful in both professional and personal situations - after all, we will all have to wrangle terms at some point." (Entrepreneur Middle East, January 2016)

"this is an impressive guide that should help anyone whose job involves some element of negotiating" (Irish Times, February 2016)

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