The negotiation book : your definitive guide to successful negotiating /
By: Gates, Steve.
Publisher: Chichester : Capstone, 2016Edition: 2nd edition.Description: xiv, 214 pages : illustrations ; 22 cm.Content type: text | text | still image Media type: unmediated | unmediated Carrier type: volume | volumeISBN: 9781119155461; 9781119155461:; 1119155460.Subject(s): Communication | Negotiation in business | Negotiation in business -- Case studiesDDC classification: 658.405Item type | Current library | Call number | Status | Date due | Barcode | Item holds |
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ATU Sligo Yeats Library Main Lending Collection | 658.405 GAT (Browse shelf(Opens below)) | Available | 0065457 |
Includes index.
About the author -- Acknowledgements -- Preface -- So you think you can negotiate -? The negotiation clock face -- Why power matters -- The ten negotiation traits -- The fourteen behaviours that make the difference -- The 'E' factor -- Authority and empowerment -- Tactics and values -- Planning and preparation that helps you to build value -- Final thoughts -- About the Gap Partnership.
"We all have to negotiate at some point, whether in the office or at home. In this book you will learn how to : Take control of your negotiations through assertiveness and self-assurance ; Adapt your approach and behavior to suit different types of negotiation ; Realize more value from every agreement you make ; Create more opportunities through planning and preparing for your negotiations ; Understand the short term tactics that others may try to use to manipulate you."--Publisher.
Negotiation is at the heart of modern capitalism. Everyone who works in business needs to know how to negotiate. In a world where people seem desperate to tell you the right way to negotiate, Steve Gates tells the truth about negotiation: there is no right way.