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Whatever your job or profession,sooner or later you will need to negotiate-lobby for a pay raise,restructure a team,agree on a distributor,cope with conflict,further your interests,or seek common ground.

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. Youll 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 youre 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.

The Skilled Negotiator will help you to become one too by uncovering what adept negotiators know and by coaching you through strategy learning and practice to achieve a rare,but reachable,proficiency.

作者简介:

Kathleen Kelly 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 philos-ophy at University College,Cork,and distinguished research scholar at the lrish 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.

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

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编辑推荐

“Kathleen Kelly Reardon is a skilled negotiator both in the sense of coming to a win-win situation with others, but also using her considerable intellect to negotiate the currents of life. The Skilled Negotiator is a book, therefore, written by a skilled negotiator. Highly recommended!”

—Tony Buzan, author, The Mind Map Book

Kathleen Reardon has been my negotiating mentor in three charities over twenty years; with her help we have raised over $150 million and we help over 125,000 children each month! Negotiating is an art and science: its skills can be learned . . . and Dr. Reardon is its best teacher.”

—Peter Samuelson, founder, Starlight Children’s Foundation, First Star Public Policy Initiative

书籍介绍

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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