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Negotiation is crucial for our lives and for the way we disseminate, create, protect, clarify, and organize everything of value. Negotiations create peace, ensure our children go to bed, avoid lawsuits, and save marriages. Negotiation is at the heart of business. It can mean the difference between financial survival and bankruptcy for companies. It can determine whether businesses grow or shrink. Nowadays, anyone involved in business needs negotiation skills. In a world where everyone wants to explain the right way to negotiate, Steve Gates tells the truth: there is no right way. Instead, "Negotiating - The Book" provides the reader with all the necessary information and skills, enabling them to achieve the best possible outcome under the given circumstances. Steve Gates presents his framework for complete negotiators, consisting of 14 behaviors and 10 characteristics. He then uses the concept of a dial to describe a selection of negotiation situations and how to best respond to them. The new edition takes into account, among other things, the increased importance of access to information. It focuses on the essentials and has been updated and modernized.