Summary of The Negotiation Book

Your definitive guide to successful negotiating

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The Negotiation Book book summary
In negotiation, should you work with your opponents or crush them? Yes.


8 Overall

8 Applicability

6 Innovation

7 Style


Steve Gates, a negotiation consultant, takes a balanced approach – exemplified in his conceptual tool, “the negotiation clock face” – that makes this manual valuable for negotiators with a wide range of skills and approaches. Gates is refreshingly honest. He incorporates the lessons of a half-dozen other books on the topic, and renders most other texts on the subject obsolete. Though the book is not necessarily the right stand-alone tool for raw beginners, getAbstract recommends its tough lessons to moderately and extensively experienced negotiators as well as to anyone looking to become more realistic about business.

In this summary, you will learn

  • Why negotiation is important,
  • What is involved in negotiation and
  • How to become a better negotiator.


Life Is Negotiation
Negotiation plays a crucial role in everything you do. Although it may not be a formal part of your job, negotiation determines your salary, the power balance in your relationships and your position in your company. You can benefit from becoming better at negotiation...
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About the Author

Steve Gates is founder and CEO of The Gap Partnership.

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Contained in Knowledge Pack:

  • Knowledge Pack
    Savvy negotiators go for the win-win – or if that fails, they go for the jugular.

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