The Skilled Negotiator: Mastering the Language of EngagementISBN: 978-0-7879-6655-3
Paperback
272 pages
April 2004, Jossey-Bass
This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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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