“Steve's latest book provides an essential developmental tool for all our sales associates.”
John McGinty, Chief Customer Officer, Nestlé Purina
“Everything happens in negotiation for a reason. This excellent book explains the negotiation process and how you can secure the best total value. A must-read if you are to be successful.”
Ken McKnight, President, CRH Asia
“This is what I have been looking for. An intelligent and pragmatic guide to understanding and developing your negotiation skills in a dynamic and challenging world.”
Claire Lenighan, Head of Trader and Supplier Engagement, Asda Walmart
“The Negotiation Book with interesting updated real life examples. Steve and his team from Gap Partnership has over the last 10 years trained over hundreds of my company's executives and has helped to generate of millions of dollars of value. The Negotiation Book's collaborative method of negotiation helps in gaining agreement that not only results in value for all parties involved but also enhances relationships. It emphasizes on the psychological and behavioral aspects of the negotiator, which is the one of the single most important factor in a successful negotiation. I hope that this book will inspire the readers to continually practice and train themselves to become a ‘complete skilled negotiator'. ”
John Lim, General Manager, Supply Chain & Procurement Asia Pacific, Middle East and Africa, CoconoPhillips
“An unputdownable step-by-step guide to successful negotiations. Essential for business professionals, it offers universally acceptable ‘around the clock' negotiation methods supported heavily by easy-to-understand case studies. Very practical.”
Piotr Malita, Commercial Capability Director, Coca-Cola HBC
“It just makes sense! If you fully absorb what Steve has to say, you should feel confident and fairly sure of the positive outcome of your negotiation before you even enter the room!”
Simon Duncan, Director of External Business, House of Fraser
“The concepts and framework presented within this book are invaluable in helping you prepare and execute your negotiation strategy. This negotiation ‘blueprint' will ensure that readers have every opportunity to secure long term sustainable agreements with their trade partners.”
Martin Porter, Sales Managing Director, Heineken
This edition first published 2016
© 2016 Steve Gates
First edition published 2011 by John Wiley and Sons Ltd
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Library of Congress Cataloging-in-Publication Data
Gates, Steve, author.
The negotiation book: your definitive guide to successful negotiating / Steve Gates. – Second edition.
pages cm
Includes index.
