Summary of The Negotiation Book
Your definitive guide to successful negotiating
In negotiation, should you work with your opponents or crush them? Yes.
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
- How to become a better negotiator
About the Author
Steve Gates is founder and CEO of The Gap Partnership.
Comment on this summary
5 years agoVery educative
Contained in Knowledge Pack:
Knowledge PackNegotiationSavvy negotiators go for the win-win – or if that fails, they go for the jugular.
Customers who read this summary also read
Roy J. Lewicki and Alexander Hiam
Deepak Malhotra and Max H. Bazerman
Profile Books, 2004
George H. Ross