The Skilled Negotiator: Mastering the Language of Engagement

The Skilled Negotiator: Mastering the Language of Engagement

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by Kathleen Reardon
     
 

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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'…  See more details below

Overview

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

Product Details

ISBN-13:
9781118919248
Publisher:
Wiley, John & Sons, Incorporated
Publication date:
01/31/2014
Sold by:
Barnes & Noble
Format:
NOOK Book
File size:
1 MB

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What People are saying about this

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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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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The Skilled Negotiator: Mastering the Language of Engagement 5 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
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.