Becoming a Skilled Negotiator

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.

1 Defining the Art 1 2 a Versatile Frame of Mind 6 3 Preparation and Planning 25 4 Prioritizing Issues, Setting and Revising Goals 49 5 Ethical Considerations 64 6 The Persuasive Opening 78 7 Persuasion Strategy Choices 95 8 The Role of Power 117 9 When the Discussion Gets Stalled Or Heated 137 10 Taking Negotiation Talents Global 163 Summary Remarks 184 Notes 189 Index 195