TY  - BOOK
AU  - Gates,Steve
TI  - The negotiation book: your definitive guide to successful negotiating 
SN  - 0470664916
AV  - HD58.6 .G38 2011
U1  - 658.4052 22
PY  - 2011///]
CY  - Chichester, West Sussex, UK
PB  - Wiley
KW  - Negotiation in business
KW  - Case studies
N1  - 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
N2  - "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
ER  -