The Skilled Negotiator: Mastering the Language of Engagement / Edition 1

by Kathleen Reardon

Overview

In The Skilled Negotiator Kathleen Reardon engagingly describes how to expand on negotiation strategies and develop language skills to enhance success in negotiation. The book is filled with real-life examples   revealing how to detect subtleties in manner and speech that negotiation novices fail to notice. You'll learn how to identify the 'choice points' that occur during negotiations, how to influence and redirect the conversation to address what you need and ultimately get what you want.   The author helps you:

• Identify your negotiation style and its limitations
• Use language strategically whether you're being subtle or direct
• Recognize deception and manage it
• Position and persuade artfully
• Effectively negotiate one-on-one and in teams
• Deal constructively with your own and others—heated emotions

Product Details

ISBN-13:	9780787966553
Publisher:	Wiley
Publication date:	04/29/2004
Pages:	272
Product dimensions:	6.30(w) x 9.39(h) x 1.02(d)

About the Author

Kathleen Kelley Reardon is professor of management and organization at one of the world’s leading business schools, the University of Southern California’s Marshall School of Business. During the research and writing for this book, she was also visiting professor of philosophy at University College, Cork, and distinguished research scholar at the Irish Management Institute. A member of Phi Beta Kappa and a prolific, best-selling author, speaker, and consultant, Reardon is an expert in negotiation, persuasion, and politics in business.

Table of Contents

Preface.

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. Persuasion Strategy Choices.

8. The Role of Power.

9. When the Discussion Gets Stalled or Heated.

10. Taking Negotiation Talents Global.

Summary Remarks.

Notes.

Acknowledgments.

The Author.

Index.