3 December 2009 | Alyson Gerner

By Paul T Steele
McGraw Hill, £12.99 

5 Stars

Paul T Steele ambitiously sets out to provide a masterclass on negotiation in this book. And achieves it. Building on his original tome, It’s a Deal, Steele addresses the changed environment in which purchasers now operate.

He begins with the premise that negotiation is a process through which parties move from a divergent position to a point where agreement can be reached and shows how the reader can learn to do this. The author demonstrates not only the use of logic, threat, bargaining and compromise in negotiation, but also the importance of emotion and its power to motivate.

The book builds on three themes: how you learn to know and understand your own negotiation style and improve it; how to conclude a negotiation successfully; and how to develop the correct style and approach depending on the type of business relationship you need. After every chapter you will find yourself musing on what you have just read.

The book also contains 30 practical cases and dilemmas to work through so you can put what you have just learnt into practice.

There is a real richness to the thoughts and ideas here, along with good practical examples, tools, techniques and aide-mémoires, and a checklist is included for readers who need information in a hurry. It can be used practically in the workplace.

The book is suitable for anyone involved in the process of negotiation, but is particularly worth reading if you are a procurement and supply chain specialist.

* Alyson Gerner, deputy director, commercial group, Department for Children Schools and Families