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Textbook
Becoming a Skilled Negotiator: Concepts and PracticesSeptember 2004, ©2005
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In today’s increasingly decentralized, fast moving business environments, your ability to negotiate effectively is your most valuable asset. With Kathleen Reardon’s Becoming a Skilled Negotiator you’ll help your students to develop essential negotiation skills that will help them quickly assess situations, overcome conflicts, adapt to unexpected developments, and ultimately build valuable alliances. Filled with many “real deal” examples from master negotiators, Becoming a Skilled Negotiator provides an insightful look at the negotiation process––from analyzing the interests of other parties to selecting words to bring about a desirable outcome.
Table of Contents
Preface.
Acknowledgments.
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. The Persuasion Strategy Choices.
8. The Role of Power.
9. When the Discussion Gets Stalled or Heated.
10. Taking negotiation Talents Global.
Summary Remarks.
Notes.
The Author.
Index.
Hallmark Features
Becoming a Skilled Negotiator provides a foundation for your students including coverage of:
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Identifying negotiation style using the text s LSI inventory.
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Choosing the best language to drive negotiation strategy.
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Using communication technology (e-mails, phone, conference calls) tactically.
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Recognizing deception and managing it.
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Mastering the fine art of persuasion and positioning.
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Effectively negotiating one-on-one and in teams.
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Dealing constructively with their own and others heated emotions.
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Recognizing the subtleties of cross-cultural negotiation.
Professor Reviews
The book is well laid out, has relevant, understandable examples that are very applicable. Ms. Reardon has done an admirable job in addressing a fundamental subject in a refreshing and stimulating way, useful to teachers, students, and practitioners.
John Willis
Sullivan University
Graduate Studies in Dispute Resolution
Louisville, KY
Available Versions
Becoming a Skilled Negotiator: Concepts and Practices
ISBN 978-0-471-42969-2
September 2004, ©2005
Paperback, 208 pages
