book

The Negotiation Book

by Steve Gates

December 2015

Intermediate to advanced

232 pages

5h 11m

English

Wiley

Read now

Unlock full access

SO WHAT IS NEGOTIATION? THE NEED FOR SATISFACTION PERSONAL VALUES HONESTY WITH YOURSELF KEY TAKEAWAYS
WHY ARE THERE SO MANY DIFFERENT WAYS TO NEGOTIATE A DEAL? HOW THE NEGOTIATION CLOCK FACE WORKS KEY TAKEAWAYS
WHAT DO WE MEAN BY POWER? HOW DOES POWER INFLUENCE NEGOTIATIONS? KEY TAKEAWAYS
1. NERVE 2. SELF-DISCIPLINE 3. TENACITY 4. ASSERTIVENESS 5. INSTINCT 6. CAUTION 7. CURIOSITY 8. NUMERICAL REASONING 9. CREATIVITY 10. HUMILITY KEY TAKEAWAYS
THE FOURTEEN BEHAVIORS KEY TAKEAWAYS
THE EFFECT OF HUMAN EMOTION ON NEGOTIATION CONSCIOUS COMPETENT YOUR VALUES EMOTIONAL INTELLIGENCE THE ART OF LOSING MANAGING THE EMOTIONAL NEED FOR SATISFACTION TRUST, TACTICS, AND EMOTIONS VISIBLE EMOTION KEY TAKEAWAYS
UNDERSTANDING EMPOWERMENT YOUR BOSS CAN BE YOUR WORST ENEMY EMPOWERMENT WITHIN TEAM ROLES GETTING EMPOWERED BEFORE YOU START DECISION-MAKING AUTHORITY EMPOWERMENT AND SCOPE TO CREATE VALUE KEY TAKEAWAYS

RECOGNIZING THE PROCESS AND THE GAMESMANSHIP IN PLAY A QUESTION OF CHOICES AND PERSONAL STYLE WHAT ARE TACTICS? KEY TAKEAWAYS
PLANNING CREATIVE TRADE-OFFS WHICH REALIZE ADDITIONAL VALUE EACH AND EVERY DEAL IS UNIQUE UNDERSTANDING VALUE THE SIX PRIMARY VARIABLES WORKING WITH VARIABLES KNOWING WHAT VARIABLES YOU HAVE TO WORK WITH RISK AS A NEGOTIABLE PREPARING TO MANAGE COMPLEXITY PLANNING FROM A PRACTICAL PERSPECTIVE KEY TAKEAWAYS

Overview

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: