The Negotiation Book: Your Definitive Guide to Successful Negotiating

In a marketplace teeming with self-styled experts clamoring to tell you the right way to negotiate, Steve Gates tells you the truth: there is no one right way to negotiate. Negotiation is at the heart of modern business and being a successful negotiator can make the difference between success and failure in commercial life. In this new edition of his critically acclaimed guide, Gates, founder of the Gap Partnership–the world's leading negotiation consultancy–shows you how to make every negotiation a big win. Arguing that skilled negotiators use a range of fourteen behaviors and ten traits, he uses the analogy of a negotiating clock face to illustrate a range of negotiation situations and how to respond to each one.

• From planning, dynamics, and strategies to psychology, tactics, and behaviors, it arms you with what you need to strengthen your position, adapt strategies on the fly, and win every negotiation
• Takes you through all the stages of a negotiation, from bartering to long-term relationships, illustrating along the way the ten essential traits and fourteen behaviors of an ace negotiator
• Written by an acknowledged world expert who has consulted on high-level negotiations to many blue-chip companies, advising them on everything from M&As, to trade term negotiations for FMCG companies to price increases for oil companies