Becoming a Skilled Negotiator Concepts and Practices

by Reardon, Kathleen

• ISBN13: 9780471429692
• ISBN10: 0471429694
• Edition: 1st
• Format: Paperback
• Copyright: 2004-09-08
• Publisher: WILEY

Summary

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.

Author Biography

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.

Table of Contents

1 DEFINING THE ART	1	(5)
2 A VERSATILE FRAME OF MIND	6	(19)
3 PREPARATION AND PLANNING	25	(24)
4 PRIORITIZING ISSUES, SETTING AND REVISING GOALS	49	(15)
5 ETHICAL CONSIDERATIONS	64	(14)
6 THE PERSUASIVE OPENING	78	(17)
7 PERSUASION STRATEGY CHOICES	95	(22)
8 THE ROLE OF POWER	117	(20)
9 WHEN THE DISCUSSION GETS STALLED OR HEATED	137	(26)
10 TAKING NEGOTIATION TALENTS GLOBAL	163	(21)
SUMMARY REMARKS	184	(5)
NOTES	189	(6)
INDEX	195