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Steve Gates' The Negotiation Book wins Practical Manager CMI Book of the Year

Steve Gates, author of The Negotiation Book: Your Definitive Guide to Successful Negotiating, published by Capstone (a Wiley brand) beat off the competition at the Chartered Management Institute’s (CMI) Management Book of the Year Awards 2017 last night to win the Practical Manager category. More than 150 books were entered into the competition.

Friday, March 10, 2017 6:44 am EST
"I’m delighted that the book has been selected as winner of the Practical Manager category"

The Negotiation Book is aimed at professionals who want to develop their skills in this area.  Every negotiation should result in an increased advantage and this book shows readers how to achieve this whilst also ensuring the other party also comes away feeling good about the deal.

Drawing on his own practical experience in negotiating with some of the world’s largest corporations, Gates helps readers to understand the psychology, tactics and behaviours of negotiation.

The Negotiation Book, 2nd Edition, has been updated and revised to reflect the rapid change in what people and companies are negotiating over, rather than how, and the value attributed to time, risk, convenience, and information in response to the benefits of technology.

“I’m delighted that the book has been selected as winner of the Practical Manager category,” Gates said. “In it, I’ve taken a fresh look at negotiation agreements and how, in some industries, information access has become as valuable as payment terms, or response service times as important as contract length. Technology is changing what is possible, what is expected, and what is traded, which is providing a new mix of variables featuring in all types of agreements,” he added.

Founder and director of Berkhampstead-based The Gap Partnership, the world's leading negotiation consultancy, Gates has consulted on high level negotiations to many blue-chip companies, advising on everything from the M&A of high street retailers, to trade term negotiations for FMCG companies and price increases for oil companies.

The award, which is run in association with The British Library and sponsored by Henley Business School, is judged by a panel of leading business and management figures. The winning book was selected by Patrick Dunne CCMI (Chairman, EY Foundation), Andy Rubin (Chairman, Pentland Brands), Professor Rebecca Taylor (Executive Dean, Faculty of Business and Law at The Open University), Delroy Beverley (Chairman, Bradford University School of Management) and Diane Lees CBE (Director General, Imperial War Museums).

Ann Francke, chief executive of CMI, which runs the competition, said:

I congratulate Steve Gates and our other winners for their highly topical insights into the art of negotiation, business ethics and boosting productivity – all are essential reads for today's uncertain business and political climate.”

Phil Spence, Chief Operating Officer of The British Library, which supports the competition, said:

Congratulations to Steve for being awarded CMI Management Book of the Year with The Negotiation Book.  With the British Library’s unparalleled collection of management resources, we are delighted to be hosting the awards once again, championing innovation in management and leadership.”   

Launched in 2010, the CMI Management Book of the Year Awards help managers choose between the thousands of management books published every year. The winners are those easily accessible reads that offer practical lessons for managers that can be applied on an everyday basis.

Management Book of the Year Awards 2018 opens for entries on 1 April 2017.

Follow the hashtag #managementgold on Twitter for further updates and to get tips, advice and information on the books in this year’s competition.

For the full list of shortlisted books and content, please visit:

*The Management Book of the Year category winners are:

Practical Manager

Awarded to the entry that, in the opinion of the judges, offers the best practical insights or guidance to help practising managers in their work or professional development.

Winner: The Negotiation Book by Steve Gates, published by Wiley (Capstone)


Management Futures

Awarded to the entry that, in the opinion of the judges, offers a valuable insight into the future of management, providing current and aspiring managers with the skills or knowledge to support them in the workplace of the future.

Winner: Superforecasting by Philip Tetlock and Dan Gardner, published by Random House Books


Commuter’s Read

Awarded to the entry that, in the opinion of the judges, will best serve commuters and retain their attention during a journey to work by inspiring them, informing them about and engaging them with a management and leadership topic.

Winner: How to be REALLY Productive by Grace Marshall, published by Pearson


Innovation and Entrepreneurship

Awarded to the entry that, in the opinion of the judges, will best inspire innovation, encourage business or product development or support organisational development and adaptability.

Winner: Originals by Adam Grant, published by Ebury (WH Allen)


Management and Leadership Textbook

Awarded to the entry that, in the opinion of the judges, will most effectively support a course of study on a management and leadership topic.

Winner: The Origins of Ethical Failures by Dennis Gentilin, published by Routledge

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Katy Smith, Publicity Manager
01243 770215


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