 The Skilled Negotiator: Mastering the Language of Engagement
ISBN: 978-0-7879-6655-3
Paperback
272 pages
April 2004, Jossey-Bass
US $27.95
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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.
