The skilled negotiator : mastering the language of engagement / Kathleen Kelley Reardon.

By: Reardon, Kathleen KelleyMaterial type: TextTextPublication details: San Francisco, CA : Jossey-Bass, 2004Description: x, 259 p. : ill. ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 078796655X (hbk. : alk. paper) :Subject(s): Negotiation in businessDDC classification: 658.4/052 LOC classification: HD58.6 | .R435 2004Online resources: Publisher description | Table of contents | Contributor biographical information
Contents:
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.
Review: "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."--BOOK JACKET.
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Item type Current library Call number Status Date due Barcode
wnor- Book Northam
Northam Adult Nonfiction 		658 .4052 REA (Browse shelf(Opens below)) Available 31111077327094

Formerly CIP. Uk

Includes bibliographical references and index.

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.

"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."--BOOK JACKET.

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