Summary: A textbook version of this important new book on negotiation, this book presents Kathleen Reardon s unique process approach to negotiation and provides many "real deal" examples from real-world master negotiators to illustrate her points. The book shows how to: identify your negotiation using the book's LSI inventory; identify and navigate particular types of negotiations; the advance-and-retreat; use communication technology (e-mails, phone, conference cal
ls) strategically in negotiations; position and persuade artfully; negotiate in teams; and deal with heated emotions on both sides of the table.
Summary: A textbook version of this important new book on negotiation, this book presents Kathleen Reardon s unique process approach to negotiation and provides many "real deal" examples from real-world master negotiators to illustrate her points. The book shows how to: identify your negotiation using the book's LSI inventory; identify and navigate particular types of negotiations; the advance-and-retreat; use communication technology (e-mails, phone, conference calls) strategically in negotiations; position and persuade artfully; negotiate in teams; and deal with heated emotions on both sides of the table. ...show less
Edition/Copyright:05 Cover: Paperback Publisher:John Wiley & Sons, Inc. Published: 09/28/2004 International: No
View Table of 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. The Persuasion Strategy Choices. 8. The Role of Power. 9. When the Discussion Gets Stalled or Heated. 10. Taking negotiation Talents Global.
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