Becoming a Skilled Negotiator: Concepts and Practices / Edition 1

by Kathleen Reardon

Overview

In today’s increasingly decentralized, fast moving business environments, your ability to negotiate effectively is your most valuable asset. With Kathleen Reardon’s Becoming a Skilled Negotiator you’ll help your students to develop essential negotiation skills that will help them quickly assess situations, overcome conflicts, adapt to unexpected developments, and ultimately build valuable alliances. Filled with many “real deal” examples from master negotiators, Becoming a Skilled Negotiator provides an insightful look at the negotiation process––from analyzing the interests of other parties to selecting words to bring about a desirable outcome.

Product Details

ISBN-13:	9780471429692
Publisher:	Wiley
Publication date:	09/08/2004
Pages:	208
Product dimensions:	6.00(w) x 9.20(h) x 0.46(d)

About the Author

Kathleen Kelley Reardon is professor of management at USC's Marshall School of Business and lives in Palos Verdes, CA. She is author of The Secret Handshake: Mastering the Politics of the Business Inner Circle'and They Don't Get It, Do They? Communication in the Workplace. A leading authority on negotiation, persuasion and interpersonal communication she is a highly regarded speaker and consultant.

Table of Contents

Preface.

Acknowledgments.

1. Defining the Art.

2. A Versatile Frame of Mind.

3. Preparation and Planning.

4. Prioritizing Issues, setting and Revising Goals.

5. Ethical Considerations.

6. The Persuasive Opening.

7. The Persuasion Strategy Choices.

8. The Role of Power.

9. When the Discussion Gets Stalled or Heated.

10. Taking negotiation Talents Global.

Summary Remarks.

Notes.

The Author.

Index.