The Negotiation Book
by Steve Gates
A practitioner's manual from The Gap Partnership: the negotiation 'clock face' of styles, fourteen behaviours, planning tools and the psychology of concessions. Corporate, thorough and used in company training worldwide.
Read it if…
you want a corporate negotiation manual.
See the book →
Skip it if…
you want narrative; it is a training text.
Try instead: You Can Negotiate Anything →
Three things you will actually use
- Match the style to the situation.
- Concede slowly and conditionally.
- Plan the variables, not just the price.
Do this first
Read the clock face and locate your usual position.
Our verdict
A corporate manual.
See the book →
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