The Skilled Negotiator: Mastering the Language of Engagement [NOOK Book]

Overview

Whatever your job or profession, sooner or later you will need to negotiate -- lobby for a pay raise, restructure a team, agree on a distributor, cope with conflict, further your interests, or seek common ground. 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 ...
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The Skilled Negotiator: Mastering the Language of Engagement

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Overview

Whatever your job or profession, sooner or later you will need to negotiate -- lobby for a pay raise, restructure a team, agree on a distributor, cope with conflict, further your interests, or seek common ground. 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 Skilled Negotiator will help you to become one too by uncovering what adept negotiators know and by coaching you through strategy learning and practice to achieve a rare, but reachable, proficiency.
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What People Are Saying

From the Publisher
“When I negotiate on behalf of my children’s charities, I cannot offer what most people in business want: personal advantage or money. I can only appeal to selflessness and to caring about a shared future through doing best by children. 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

“Rarely is a topic so critical to business as negotiation advanced as far as Reardon has done. Her book is an exceptional breakout of the craft. Wish I’d had it years ago.”
—Tania A. Modic, managing director, Western Investments Capital

“Kathleen Kelly 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

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Product Details

  • ISBN-13: 9781118919248
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 1/31/2014
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • File size: 2 MB

Meet the Author

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.

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Table of Contents

Preface
1 Defining the art 1
2 A versatile frame of mind 8
3 Preparation and planning 32
4 Prioritizing issues, setting and revising goals 61
5 Ethical considerations 81
6 The persuasive opening 98
7 Persuasion strategy choices 120
8 The role of power 149
9 When the discussion gets stalled or heated 174
10 Taking negotiation talents global 206
Summary remarks 231
Notes 237
Acknowledgments 247
The author 249
Index 251
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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted February 23, 2006

    Skilled Presentation of Negotiating Skills

    Kathleen Kelley Reardon's book is packed with smart, solid advice. It is well suited for experienced, patient negotiators. She brings an impressive level of knowledge to the table. Reardon makes a fine point about the need to match one's delivery to the audience and the situation, and then ¿ like a chef who just keeps cooking ¿ repeatedly offers the reader extra hefty servings of information to digest. Like a solid restaurant dinner, this is often a good thing ¿ the book is truly packed with useful information ¿ but it is sometimes challenging, particularly for beginners. Novices may be daunted, for instance, by the list of 64 different persuasive strategies a top tactician might use. Most of these approaches are worthwhile, but Reardon really did rustle up this buffet for her title audience, 'skilled negotiators.' We find her tactics, theories and specific suggestions focused, intelligent and well researched. Penetrating readers will harvest lots of substance to enrich their negotiation practices. And beginners, well, you'll have a lot to digest.

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