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The negotiation book : your definitive guide to successful negotiating / Steve Gates.

By: Material type: TextTextPublisher: Chichester, West Sussex, UK : Wiley, [2011]Copyright date: ©2011Description: ix, 310 pages : illustrations ; 22 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 0470664916
  • 9780470664919
Subject(s): DDC classification:
  • 658.4052 22
LOC classification:
  • HD58.6 .G38 2011
Contents:
Ch. 1. So You Think You Can Negotiate? -- Ch. 2. The Negotiation Clock Face -- Ch. 3. Why Power Matters -- Ch. 4. The Ten Negotiation Traits -- Ch. 5. The Fourteen Behaviours that Make the Difference -- Ch. 6. The 'E' Factor -- Ch. 7. Authority and Empowerment. -- Ch. 8. Tactics and Values -- Ch. 9. Planning and Preparation that Helps You to Build Value.
Review: "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. Instead The Negotiation Book provides you with all the information and skills you need to get the best deal in any circumstance. Arguing that skilled negotiators need to use a range of 14 behaviours and 10 traits, the book then uses the idea of a 'clockface' to show a range of negotiation situations, and how you should respond to each one. These insights from one of the world's leading negotiators could save you thousands!" -- Publisher's information.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode
Book City Campus City Campus Main Collection 658.4052 GAT (Browse shelf(Opens below)) 1 Available A490787B

Includes index.

Ch. 1. So You Think You Can Negotiate? -- Ch. 2. The Negotiation Clock Face -- Ch. 3. Why Power Matters -- Ch. 4. The Ten Negotiation Traits -- Ch. 5. The Fourteen Behaviours that Make the Difference -- Ch. 6. The 'E' Factor -- Ch. 7. Authority and Empowerment. -- Ch. 8. Tactics and Values -- Ch. 9. Planning and Preparation that Helps You to Build Value.

"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. Instead The Negotiation Book provides you with all the information and skills you need to get the best deal in any circumstance. Arguing that skilled negotiators need to use a range of 14 behaviours and 10 traits, the book then uses the idea of a 'clockface' to show a range of negotiation situations, and how you should respond to each one. These insights from one of the world's leading negotiators could save you thousands!" -- Publisher's information.

Machine converted from AACR2 source record.

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