| Description |
1 online resource (ix, 310 pages) : illustrations |
| Contents |
1. So You Think You Can Negotiate? -- 2. The Negotiation Clock Face -- 3. Why Power Matters -- 4. The Ten Negotiation Traits -- 5. The Fourteen Behaviours that Make the Difference -- 6. The 'E' Factor -- 7. Authority and Empowerment -- 8. Tactics and Values -- 9. Planning and Preparation that Helps You to Build Value. |
| Summary |
"Negotiation is one of the most important skills in business. Fact. No other skill will give you a better chance of optimising your success and your organisation's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it. From planning, dynamics and strategies, to psychology, tactics and behaviours, nothing will put you in a stronger position to build capability, build negotiation strategies and facilitate negotiations through to successful conclusions"--EBL. |
| Bibliography |
Includes index. |
| Subject |
Negotiation in business.
|
|
Negotiation in business -- Case studies.
|
|
Négociations (Affaires) |
|
Négociations (Affaires) -- Études de cas. |
|
Negotiation in business |
| Genre |
Case studies
|
| Other Form: |
Print version: Gates, Steve. Negotiation book. Chichester : Wiley, ©2011 9780470664919 (OCoLC)701416306 |
| ISBN |
(hbk.) |
|
(hbk.) |
|
9780470975299 |
|
0470975296 |
|
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