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Becoming a Skilled Negotiator: Concepts and Practices
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More About This Title Becoming a Skilled Negotiator: Concepts and Practices

  • English

English

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 be able to develop essential negotiation skills that will help you 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 your words to bring about a desirable outcome.
  • English

English

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.

  • English

English

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.

 

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