The Negotiation Book : Your Definitive Guide to Successful Negotiating
By: Gates, Steve
UK : Capstone : 2011Description: 10cm : 232 PagesContent type: text Media type: unmediated Carrier type: volume001: 42205ISBN: 9781119155461Subject(s): Negotiation in business | Negotiation | BusinessDDC classification: 658.4052 GAT
| Item type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|---|
| Book | MAIN LIBRARY Book | 658.4052 GAT (Browse shelf(Opens below)) | 1 | Checked out | 12/12/2023 | 112263 |
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| 658.405 HOW Crowdsourcing : how the power of the crowd is driving the future of business / | 658.4052 BER Negotiating Skills : How to Negotiate Anything to Your Advantage | 658.4052 BRO Negotiating secrets / | 658.4052 GAT The Negotiation Book : Your Definitive Guide to Successful Negotiating | 658.4053 DAN Conflict resolution : mediation tools for everyday worklife / | 658.4056 SLA Corporate turnaround. | 658.4056 SLA Corporate turnaround. |
Enhanced descriptions from Syndetics:
Winner! - CMI Management Book of the Year 2017 - Practical Manager category
Master the art of negotiation and gain the competitive advantageNow 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 advantageTable of contents provided by Syndetics
- About the Author (p. vii)
- Acknowledgments (p. ix)
- Preface (p. xi)
- Chapter 1 So You Think You Can Negotiate? (p. 1)
- Chapter 2 The Negotiation Clock Face (p. 15)
- Chapter 3 Why Power Matters (p. 33)
- Chapter 4 The Ten Negotiation Traits (p. 55)
- Chapter 5 The Fourteen Behaviors that Make the Difference (p. 69)
- Chapter 6 The "E" Factor (p. 99)
- Chapter 7 Authority and Empowerment (p. 125)
- Chapter 8 Tactics and Values (p. 143)
- Chapter 9 Planning and Preparation that Helps You to Build Value (p. 169)
- Final Thoughts (p. 201)
- About The Gap Partnership (p. 203)
- Index (p. 207)
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