The Negotiation Book: Your Definitive Guide to Successful Negotiating

ISBN-13: 9780857089502 / Angielski / Miękka / 2022

Steve (The Gap Partnership) Gates

Spis treści

About the Author viiAcknowledgments ixPreface -- Context and relevance xiChapter 1 - So You Think You Can Negotiate? 1Chapter 2 - Virtual Negotiating 17Chapter 3 - The Negotiation Clock Face 23Chapter 4 - Why Power Matters 43Chapter 5 - Time - The Distinct Advantage 65Chapter 6 - The Ten Negotiation Traits 85Chapter 7 - The 14 Behaviors that Make the Difference 101Chapter 8 - The "E" Factor 135Chapter 9 - Authority and Empowerment 163Chapter 10 - Tactics and Values 183Chapter 11 - Planning and Preparation That Helps You to Build Value 211Final Thoughts 245About The Gap Partnership 247Index 249

O autorze

Steve Gates is the founder and chairman of The Gap Partnership, the world's leading negotiation consultancy. He has over 25 years of experience supporting global corporations from all business sectors in optimising value from their many and varied negotiations. He is deeply interested in commerce, capitalism and psychology, and their impacts on the success or failure of individual negotiations.