The Skilled Negotiator: Mastering the Language of Engagement

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

Author: Kathleen Reardon
Publisher: Jossey-Bass
Published: 04/29/2004
Pages: 272
Binding Type: Paperback
Weight: 0.89lbs
Size: 9.13h x 5.99w x 0.74d
ISBN13: 9780787966553
ISBN10: 078796655X
BISAC Categories:
- Business & Economics | Negotiating

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.