Becoming a Skilled Negotiator

ISBN-13: 9780471429692 / Angielski / Miękka / 2004 / 208 str.

Kathleen Reardon

Opis

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.

Spis treści

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.

 

Blurb

Bring expert negotiation skills to the table

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.

With this text, you ll learn how to:

• Identify your negotiation style using the text s LSI inventory.
• Choose the best language to drive your negotiation strategy.
• Use communication technology (e–mails, phone, conference calls) tactically.
• Recognize deception and manage it.
• Master the fine art of persuasion and positioning.
• Effectively negotiate one–on–one and in teams.
• Deal constructively with your own and others heated emotions.
• Recognize the subtleties of cross–cultural negotiation.