Negotiating is one of the most important skills in business - no other skill offers a better chance of optimising personal success and that of an organisation or a company.
The Negotiation Book is aimed at professionals who have to negotiate deals in their company and want to develop their skills in this area. Every negotiation should result in an increased advantage and this book shows how to achieve this whilst ensuring the other party comes away feeling good about the deal.
Drawing on his own practical experience in negotiating with some of the world’s largest corporations, the author, Steve Gates, helps readers to understand the psychology, tactics and behaviours of negotiation. He identifies the ‘Ten Negotiation Traits’ which directly influence actions and which can be developed through a more conscious approach to negotiation. By explaining the importance of planning, dynamics and building negotiation strategies, the book will enable readers to facilitate negotiations through to successful conclusions.
“I’ve taken a fresh look at some of these agreements and how, in some industries, information access has become as valuable as payment terms, or response service times as important as contract length. Technology is changing what is possible, what is expected, and what is traded, which is providing a new mix of variables featuring in all types of agreements. More negotiations are being conducted through multiple forms of communication” says Steve Gates.
According to Gates, The Negotiation Book, 2nd Edition, has been updated and revised to reflect the rapid change in what people and companies are negotiating over, rather than how, and the value attributed to time, risk, convenience, and information in response to the benefits of technology.