In the recently updated third edition of “The Negotiation Book: Your Definitive Guide to Successful Negotiating,” distinguished commercial negotiator Steve Gates presents a practical and singular guide to the art and science of negotiation. As the founder of the world's leading negotiation consultancy, The Gap Partnership, Gates's methodology is employed by major global businesses for the successful execution of their strategies. The book outlines the behaviors and traits associated with successful negotiation, offering a comprehensive model illustrating how power, process, and behavior can significantly impact your negotiations. Readers will discover how to shape these factors to optimize value for themselves, their clients, or their organizations.
Gates provides insights into securing more agreements and extracting greater value from each negotiation. The book offers simple, realistic, and hands-on advice, enabling readers to enhance their negotiation skills and apply practical techniques in real-world, dynamic environments. Additional highlights include:
– Strategies for maintaining a balanced perspective and managing ego
– Focus on the interests and priorities of the other party/parties
– Incremental steps for improving negotiation abilities that are easy to apply and retain
This third edition addresses modern challenges faced by commercial negotiators in an ever-changing world. It navigates technological advancements, the post-Covid reality of virtual negotiations, and the impacts of war, Brexit, and other macro-economic and political developments on business and beyond.
Positioned as an invaluable roadmap for becoming a Complete Skilled Negotiator, “The Negotiation Book” serves as the negotiation playbook eagerly awaited by business leaders, lawyers, consultants, and other professionals.
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