The Negotiation Book
IN THIS SUMMARY
In The Negotiation Book, author Steve Gates describes the traits required to maximize the value of each business negotiation in order to become a Complete Skilled Negotiator. As the founder and CEO of the successful negotiation consultancy The Gap Partnership, Gates stresses the importance of being conscious of the psychological state of the negotiator and those they negotiate with, looking for creative ways of trading concessions to maximize value for both parties, and preparing for each negotiation in advance. The ultimate goal of The Negotiation Book is to teach negotiators to respond appropriately and realize the maximum total value from any negotiation situation.