Author:Clive Rich
Negotiation is fundamental to our lives; whether it’s getting your kids to eat their greens, making your case for a pay rise, or trying to secure a multi-million pound deal for your company.
However, negotiation has changed. It's no longer about confrontation where there are winners and losers. Collaboration is now the name of the game. YouGov research commissioned for this book shows UK PLC is losing £9 million per hour from poor negotiating – £17 billion per year. Can you afford to be without a modern framework for deal-making?
In The Yes Book, Clive Rich provides a method for generating success based on years of experience working for or with major organisations and super brands including Sony, Yahoo, Apple, the BBC, Tesco, and Simon Cowell's Syco, during a negotiating career in which he has brokered more than £10 billion worth of deals.
By breaking negotiation into its three key elements of Attitude, Behaviour and Process, he helps you learn how to shape, create and close deals. You will discover what your negotiating style is, and how you can apply it to influence others and give yourself the edge.
This is the ultimate guide to using the power of negotiation to get more of what you want, in both business and life outside the office.
Goes through the mechanics of bidding and bluffing in exhaustive detail without ever being less than enthralling
—— People ManagementInformative and fascinating, the book offers practical advice on how to boost your bargaining power so you hear that little magic word. It's an eye-opening read.
—— Ann Pickford , Belfast NewsPart rant, part outpouring of useful knowledge gleaned from 20 very successful years in business. There is a great deal here that is good.
—— Richard Reed, co-founder of Innocent , Financial TimesNine out of ten How-To books are a bore. This is the one out of ten. It's easy to read, with original ideas and useful advice for wannabe tycoons
—— Jeff Randall, Sky News presenter and Daily Telegraph columnistBrilliant. It's all here: the triumphs and disasters, the iron law of the business cycle and the timeless wisdom of those who've gone before him
—— Brent Hoberman, founder of lastminute.comIndependent, unorthodox, even bloody-minded - Johnson can be all of these and it's what makes him worth reading
—— Peter Bazalgette, Chairman, Endemol UKLuke Johnson knows a lot about an amazing range of business subjects and has thoughtful views about the controversial ones
—— Investors ChronicleA really refreshing guide by somebody who has made a fair amount of money following his own advice. An excellent book... Highly recommended
—— Irish IndependentVery few people have had more impact than Luke Johnson
—— Peter Harden, founder, Harden’s Restaurant GuidesAn engaging and useful read
—— Financial NewsProvocative and worth reading
—— Michael Spencer, founder and Chief Executive, ICAPA fascinating glimpse behind Apple's famously closed doors, taking the reader inside the inner sanctum and sneaking a peek at the marketing meetings presided over by Jobs
—— PC Advisor
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