Becoming a Skilled Negotiator Concepts and

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 be able to develop essential negotiation skills that will help you 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 your words to bring about a desirable outcome.

Kathleen Kelley Reardon is professor of management at USC's Marshall School of Business and lives in Palos Verdes, CA. She?is author of The Secret Handshake: Mastering the Politics of the Business Inner Circle?and They Don't Get It, Do They? Communication in the Workplace. A leading authority on negotiation, persuasion and interpersonal communication she is a highly regarded speaker and consultant.

1 DEFINING THE ART

1

(5)

2 A VERSATILE FRAME OF MIND

6

(19)

3 PREPARATION AND PLANNING

25

(24)

4 PRIORITIZING ISSUES, SETTING AND REVISING GOALS

49

(15)

5 ETHICAL CONSIDERATIONS

64

(14)

6 THE PERSUASIVE OPENING

78

(17)

7 PERSUASION STRATEGY CHOICES

95

(22)

8 THE ROLE OF POWER

117

(20)

9 WHEN THE DISCUSSION GETS STALLED OR HEATED

137

(26)

10 TAKING NEGOTIATION TALENTS GLOBAL

163

(21)

SUMMARY REMARKS

184

(5)

NOTES

189

(6)

INDEX

195

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Becoming a Skilled Negotiator Concepts and Practices

Summary

Author Biography

Table of Contents

Supplemental Materials