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The Skilled Negotiator: Mastering The Language Of Engagement
Published by: Fruchtzwerg (Karma: 7914.43) on 20 July 2008 | Views: 3839
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In this book, Kathleen Reardon - a leading authority on negotiation, persuasion, and interpersonal communication - shows how to influence and redirect a negotiation to achieve success at any step in the process. She illustrates her unique process with a range of real-life examples from master negotiators, revealing how to identify and navigate different types of negotiations, strategically use communication technology such a emails and conference calls, position and persuade artfully, negotiate in teams, and more.
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
About the author Kathleen Reardon (Palos Verdes, CA), Professor of Management at USC's Marshall School of Business, is also the author of "The Secret Handshake". She is a highly regarded speaker and consultant whose clients include AT& T, Toyota, and the U.S. government.
