Overview

Become the best negotiator you can be, one manageable step at a time In the newly updated third edition of The Negotiation Book: Your Definitive Guide to Successful Negotiating, distinguished commercial negotiator Steve Gates delivers a singular and practical guide to the art and science of negotiation. The book lays out the behaviors and traits associated with successful negotiation and offers a comprehensive model for how power, process, and behavior can have substantial impacts on your next negotiation. You'll also learn how you can shape these factors to optimize value for yourself, your client, or your organization. The author shows you how to secure more agreements and realize more value with every agreement you conclude. Through simple, realistic, and hands-on advice, you'll improve as a negotiator and apply straightforward techniques to the real-world, dynamic environments in which your negotiations take place. You'll also find: strategies for maintaining a balanced perspective and keeping your ego in check; maintaining a focus on the interests and priorities of the other party/parties; and incremental steps for improving your negotiation ability that are easy to apply and retain.

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Steve Gates is the founder and chairman of The Gap Partnership, the world's leading negotiation consultancy. He has over twenty-five years' experience supporting global corporations from all business sectors in optimizing value from their many and varied negotiations. He is deeply interested in commerce, capitalism, and psychology, and their impacts on the success or failure of individual negotiations. Liam Gerrard is an award-winning voice artist with over ten years of experience working in every field of the voice industry, as well as a highly acclaimed stage and screen actor. His animation Walter Tull-Britain's First Black Officer was nominated for a BAFTA in 2016, and he has been nominated for an Audie Award in 2017. He has narrated over thirty audiobooks in a wide range of genres and styles. He comes from a large Irish family, although he was raised in Yorkshire before moving to the Middle East, where he went to school. He studied at Lancaster University and then as a classically trained actor at Mountview; he is currently the youngest actor to play the lead role of Prospero in Shakespeare's The Tempest in London's West End. He has worked for the most renowned theater companies, including the Royal Exchange Theatre (two Manchester theater award nominations), Edinburgh Lyceum Theatre (five Critics Choice nominations), Soho Theatre (MTN nomination), and most regional theaters throughout the U.K., including Alan Aykbourn's SJT, New Vic, Oldham Coliseum, Nottingham Playhouse, and Theatre by the Lake. His wide-ranging experience has also seen him perform Opera in Rigoletto. He is an associate lecturer at Sheffield Hallam University in Broadcast Voice and is also a communication skills specialist and trainer. In addition, he is an examiner for the Royal College of Psychiatry, Royal College of Surgeons, Royal Scottish College of Surgery. In his spare time Liam is also a musician who plays the violin, drums, piano, and percussion. He also enjoys spending time with Peg, his Springer Spaniel, out on the Peak District whenever he can get away from the studio!

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