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Becoming a Skilled Negotiator - 05 edition

Becoming a Skilled Negotiator (ISBN10: 0471429694; ISBN13: 9780471429692)
ISBN13: 978-0471429692
ISBN10: 0471429694

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.
...show more
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

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