Become a complete skilled negotiator with advice from a world leader in the discipline In the newly revised Third Edition of The Negotiation Book: Your Definitive Guide to Successful Negotiating, expert commercial negotiator Steve Gates delivers a comprehensive and up-to-date exploration of the traits and behaviours associated with successful negotiation. In the book, you'll discover a model that demonstrates how power, process and behaviour have tremendous impacts on many negotiations and how you can shape them to optimise value for yourself, your organisation or your client. You'll learn to secure more agreements and gain more value from each agreement you conclude. The author's advice is simple and realistic, and can be applied to real-world, dynamic situations one step at a time, allowing you to grow as a negotiator in manageable increments. From maintaining a balanced perspective to keeping your ego in check and focusing on the interests and priorities of the other party, the book provides you with a complete framework for maximising your position in each and every negotiation you participate in. A can't-miss resource for managers, executives, directors and other business leaders, The Negotiation Book belongs on the bookshelf of anyone that wants to successfully build negotiation strategies and get the results they want.