The negotiation book : your definitive guide to successful negotiating / Steve Gates
- Gates, Steve
- Chichester : Wiley, 
- Copyright Date:
- Physical Description:
- ix, 310 pages : illustrations ; 22 cm
- Machine generated contents note: ch. 1 So You Think You Can Negotiate? -- ch. 2 The Negotiation Clock Face -- ch. 3 Why Power Matters -- ch. 4 The Ten Negotiation Traits -- ch. 5 The Fourteen Behaviours that Make the Difference -- ch. 6 The `E' Factor -- ch. 7 Authority and Empowerment -- ch. 8 Tactics and Values -- ch. 9 Planning and Preparation that Helps You to Build Value.
- How is this one different? --
It provides the truth: and it provides the 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 inside 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. --
Founded in 1997, the company now has offices worldwide. Steve and his team of negotiation consultants have advised and developed some of the world's leading organisations with their most difficult negotiations, dealing with everything from retail trade terms to mergers and acquisitions, oil prices and trade union disputes. --Book Jacket.
- 9780470664919 (hbk)
- Bibliography Note:
- Includes index.
View MARC record | catkey: 7057759