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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: 658.405
Contents:
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.
Scope and content: "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.Summary: 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.
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Holdings
Item type Current library Call number Status Date due Barcode Item holds
Standard Loan Standard Loan ATU Sligo Yeats Library Main Lending Collection 658.405 GAT (Browse shelf(Opens below)) Available 0065457
Total holds: 0

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.

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