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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.

ISBN 978-1-119-15546-1 (pbk.) 1. Negotiation in business.

2. Negotiation in business – Case studies. I. Title.

HD58.6.G38 2016

658.4′052 – dc23

2015025693

A catalogue record for this book is available from the British Library.

ISBN 978-1-119-15546-1 (paperback)

ISBN 978-1-119-15551-5 (ebk)

ISBN 978-1-119-15552-2 (ebk)

Cover design: Wiley