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

Content preview from The Negotiation Book

About The Gap Partnership

FREE EXCLUSIVE ONLINE NEGOTIATION PROFILER

Continue your journey to becoming a Complete Skilled Negotiator with The Gap Partnership's free and exclusive online negotiator profiler.

Through a series of highly targeted questions, the negotiation profiler will assess where your own individual strengths and development needs as a negotiator lie whilst measuring your negotiation knowledge and understanding against those of the fourteen behaviors presented in The Negotiation Book. Once you have completed the negotiation profiler you will receive recommend tailored suggestions for your own further negotiation development.

www.thegappartnership.com/negotiationprofiler

ABOUT THE GAP PARTNERSHIP

The Gap Partnership is a global negotiation consultancy working with over 500 blue chip organizations from offices around the world. Founded in 1997, we specialize exclusively in negotiation. We've studied it, dissected it, analyzed it and applied it. It's a business discipline we are passionate about. All our consultants are negotiation practitioners; all have real-world commercial and negotiation experience.

At The Gap Partnership we understand that it is human nature, not businesses, that so often influences and underpins the potential for negotiation agreements. Only by getting inside the other person's head can we start to negotiate effectively.

www.thegappartnership.com