The Negotiation Book, 3rd Edition: Your Definitive Guide to Successful Negotiating

  • 7h 18m
  • Steve Gates
  • Gildan Media
  • 2023

Become the best negotiator you can be, one manageable step at a time

In the newly updated third edition of The Negotiation Book: Your Definitive Guide to Successful Negotiating, distinguished commercial negotiator Steve Gates delivers a singular and practical guide to the art and science of negotiation. The book lays out the behaviors and traits associated with successful negotiation and offers a comprehensive model for how power, process, and behavior can have substantial impacts on your next negotiation. You'll also learn how you can shape these factors to optimize value for yourself, your client, or your organization.

The author shows you how to secure more agreements and realize more value with every agreement you conclude. Through simple, realistic, and hands-on advice, you'll improve as a negotiator and apply straightforward techniques to the real-world, dynamic environments in which your negotiations take place. You'll also find: strategies for maintaining a balanced perspective and keeping your ego in check; maintaining a focus on the interests and priorities of the other party/parties; and incremental steps for improving your negotiation ability that are easy to apply and retain.

About the Author

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.

In this Audiobook

  • Chapter 1 - So You Think You Can Negotiate?
  • Chapter 2 - Virtual Negotiating
  • Chapter 3 - The Negotiation Clock Face
  • Chapter 4 - Why Power Matters
  • Chapter 5 - Time - The Distinct Advantage
  • Chapter 6 - The Ten Negotiation Traits
  • Chapter 7 - The 14 Behaviors that Make the Difference
  • Chapter 8 - The “E” Factor
  • Chapter 9 - Authority and Empowerment
  • Chapter 10 - Tactics and Values
  • Chapter 11 - Planning and Preparation that Helps You to Build Value
  • Final Thoughts


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