The Skilled Negotiator: Mastering the Language of Engagement

by Kathleen Reardon

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
Publication date:	01/31/2014
Sold by:	JOHN WILEY & SONS
Format:	eBook
Pages:	272
File size:	1 MB

About 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.

Table of Contents

	Preface	ix
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

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