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

The third edition of The Negotiation Book: Your Definitive Guide to Successful Negotiating provides a practical guide to the art and science of negotiation, with strategies for maintaining a balanced perspective, focusing on the interests of the other party, and incremental steps for improving negotiation ability. It is designed for business leaders, lawyers, consultants, and other professionals and considers the modern challenges presented by technological advancements, virtual negotiation, and macro-economic and political developments.

Format: Paperback / softback
Length: 272 pages
Publication date: 08 December 2022
Publisher: John Wiley and Sons Ltd

In the extensively revised third edition of "The Negotiation Book: Your Definitive Guide to Successful Negotiating," renowned commercial negotiator Steve Gates presents a comprehensive and practical guide to the art and science of negotiation. Steve Gates is the founder of the world-renowned negotiation consultancy, The Gap Partnership, and the methodology outlined in this book is employed by some of the largest corporations worldwide to execute their strategies with utmost success. The book delves into the behaviors and traits that are commonly associated with successful negotiation, providing a comprehensive model that demonstrates how power, process, and behavior can significantly influence your upcoming negotiations. You will also gain insights into how you can manipulate these factors to maximize value for yourself, your clients, or your organization.

The author guides you step-by-step on how to secure more agreements and extract maximum value from every negotiation you conclude. Through concise, realistic, and hands-on advice, you will enhance your negotiation skills and apply straightforward techniques to the dynamic real-world environments in which your negotiations occur. Additionally, you will discover:

Strategies for maintaining a balanced perspective and keeping your ego in check.

Maintaining a steadfast focus on the interests and priorities of the other party/parties.

Gradual steps for improving your negotiation ability that are easy to implement and retain.

This third edition of the book firmly aligns with the current landscape as it addresses the contemporary challenges faced by commercial negotiators in an ever-evolving world. These challenges encompass technological advancements, the aftermath of the COVID-19 pandemic, the prevalence of virtual negotiations, and the impact of war, Brexit, and other macro-economic and political developments. By incorporating these timely considerations, the book remains highly relevant and valuable to practitioners in the field.

Whether you are a business professional, a negotiator, or simply seeking to enhance your communication and bargaining skills, "The Negotiation Book: Your Definitive Guide to Successful Negotiating" is an indispensable resource. By applying the principles and techniques outlined in this book, you will gain the confidence and expertise necessary to navigate complex negotiations, achieve favorable outcomes, and build strong relationships. So, why wait? Take the first step towards becoming the best negotiator you can be and unlock the full potential of your negotiations today!

Weight: 356g
Dimension: 140 x 215 x 22 (mm)
ISBN-13: 9780857089502