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

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. 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.