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Becoming a Skilled Negotiator

Becoming a Skilled Negotiator - 05 edition

Becoming a Skilled Negotiator - 05 edition

ISBN13: 9780471429692

ISBN10: 0471429694

Becoming a Skilled Negotiator by Kathleen Reardon - ISBN 9780471429692
Cover type: Paperback
Edition: 05
Copyright: 2005
Publisher: John Wiley & Sons, Inc.
Published: 2005
International: No
Becoming a Skilled Negotiator by Kathleen Reardon - ISBN 9780471429692

ISBN13: 9780471429692

ISBN10: 0471429694

Cover type: Paperback
Edition: 05

List price: $129.50

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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.

Table of Contents

Table of Contents

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.