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The Skilled Negotiator – Mastering the Language of Engagement de K Reardon

The Skilled Negotiator – Mastering the Language of Engagement

Autor K Reardon
en Limba Engleză Paperback – 27 mai 2004
In The Skilled Negotiator Kathleen Reardon engagingly describes how to expand on negotiation strategies and develop language skills to enhance success in negotiation. The book is filled with real–life examples   revealing how to detect subtleties in manner and speech that negotiation novices fail to notice. You′ll learn how to identify the ′choice points′ that occur during negotiations, how to influence and redirect the conversation to address what you need and ultimately get what you want.   The author helps you:
  • Identify your negotiation style and its limitations
  • Use language strategically whether you′re being subtle or direct
  • Recognize deception and manage it
  • Position and persuade artfully
  • Effectively negotiate one–on–one and in teams
  • Deal constructively with your own and others—heated emotions
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Specificații

ISBN-13: 9780787966553
ISBN-10: 078796655X
Pagini: 272
Dimensiuni: 152 x 229 x 15 mm
Greutate: 0.4 kg
Editura: Wiley
Locul publicării:Hoboken, United States

Public țintă

Business managers and leaders, negotiation professionals, researchers, and students.

Descriere

A Guide to Becoming a Skilled Negotiator "Kathleen Kelley Reardon is a skilled negotiator both in the sense of coming to a win–win situation with others, but also using her considerable intellect to negotiate the currents of life. The Skilled Negotiator is a book, therefore, written by a skilled negotiator. Highly recommended!"
–Tony Buzan, author, The Mind Map Book (BBC)
"The capability of influencing others is one of the most globally sought after skills in ‘getting things done’ whether it is in a matrixed corporate environment or your own personal relationships with others. The Skilled Negotiator provides a practical ‘road map’ that defines the language required for successful negotiation and removes much of the mystery, which allows practical application to the job and life in general. This is a book you will want to revisit time and again to practice your skills of negotiation."
–Glenn Latta, senior director, Global Learning & Development, Pfizer
"Blends compelling research, conceptual understanding and practical tools to build a facile negotiation mind–set. Professor Reardon′s extraordinary expertise comes through on every page."
–Barry Leskin, chief learning officer, Chevron
"Rarely has the topic of business negotiation advanced as far as Reardon has done in this book. The Skilled Negotiatior is an exceptional breakout book. I wish it had been available years ago."
–Tania A. Modic, Western Investments Capital
"Kathleen Reardon has been my negotiating mentor in three charities over twenty years; with her help we have raised over $150 million and we help over 125,000 children each month! Negotiating is an art and science: its skills can be learned . . . and Dr. Reardon is its best teacher."
–Peter Samuelson, founder, Starlight Children’s Foundation, First Star Public Policy Initiative

Textul de pe ultima copertă

A Guide to Becoming a Skilled Negotiator "Kathleen Kelley Reardon is a skilled negotiator both in the sense of coming to a win–win situation with others, but also using her considerable intellect to negotiate the currents of life. The Skilled Negotiator is a book, therefore, written by a skilled negotiator. Highly recommended!"
–Tony Buzan, author, The Mind Map Book (BBC)
"The capability of influencing others is one of the most globally sought after skills in ‘getting things done’ whether it is in a matrixed corporate environment or your own personal relationships with others. The Skilled Negotiator provides a practical ‘road map’ that defines the language required for successful negotiation and removes much of the mystery, which allows practical application to the job and life in general. This is a book you will want to revisit time and again to practice your skills of negotiation."
–Glenn Latta, senior director, Global Learning & Development, Pfizer
"Blends compelling research, conceptual understanding and practical tools to build a facile negotiation mind–set. Professor Reardon′s extraordinary expertise comes through on every page."
–Barry Leskin, chief learning officer, Chevron
"Rarely has the topic of business negotiation advanced as far as Reardon has done in this book. The Skilled Negotiatior is an exceptional breakout book. I wish it had been available years ago."
–Tania A. Modic, Western Investments Capital
"Kathleen Reardon has been my negotiating mentor in three charities over twenty years; with her help we have raised over $150 million and we help over 125,000 children each month! Negotiating is an art and science: its skills can be learned . . . and Dr. Reardon is its best teacher."
–Peter Samuelson, founder, Starlight Children’s Foundation, First Star Public Policy Initiative

Cuprins

Preface. 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. Persuasion Strategy Choices.
8. The Role of Power.
9. When the Discussion Gets Stalled or Heated.
10. Taking Negotiation Talents Global.
Summary Remarks.
Notes.
Acknowledgments.
The Author.
Index.

Notă biografică

Kathleen Kelley Reardon is professor of management and organization at one of the world’s leading business schools, the University of Southern California’s Marshall School of Business. During the research and writing for this book, she was also visiting professor of philosophy at University College, Cork, and distinguished research scholar at the Irish Management Institute. A member of Phi Beta Kappa and a prolific, best–selling author, speaker, and consultant, Reardon is an expert in negotiation, persuasion, and politics in business.