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Skilled Negotiator Mastering the Language of Engagement

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ISBN-10: 078796655X

ISBN-13: 9780787966553

Edition: 2004

Authors: Kathleen Kelley Reardon

List price: $38.00
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A Guide to Becoming a Skilled Negotiator"Kathleen Kelley Reardon is a skilled negotiator both in the sense of coming to a winwin 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 (BBC)"The capability of influencing others is one of the most globally sought after skills in getting things done whether it is in a matrixed corporate environment or your own personal relationships with others. The Skilled Negotiator provides a practical road map that defines the language required for successful negotiation and removes much of the mystery, which allows practical application to the job and life in general. This is a book you will want to revisit time and again to practice your skills of negotiation."--Glenn Latta, senior director, Global Learning & Development, Pfizer"Blends compelling research, conceptual understanding and practical tools to build a facile negotiation mindset. Professor Reardons extraordinary expertise comes through on every page."--Barry Leskin, chief learning officer, Chevron"Rarely has the topic of business negotiation advanced as far as Reardon has done in this book. The Skilled Negotiatior is an exceptional breakout book. I wish it had been available years ago."--Tania A. Modic, Western Investments Capital"Kathleen Reardon has been my negotiating mentor in three charities over twenty years; with her help we have raised over150 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 Childrens Foundation, First Star Public Policy Initiative
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Book details

List price: $38.00
Copyright year: 2004
Publisher: John Wiley & Sons, Incorporated
Publication date: 4/29/2004
Binding: Paperback
Pages: 272
Size: 6.50" wide x 9.25" long x 1.00" tall
Weight: 1.012
Language: English

Kathleen Kelley Reardon is professor of management at the University of Southern California Marshall School where she has served on the preventive medicine faculty. She is the author of seven books, including the Amazon Best Seller, The Secret Handshake and It's All Politics about how politics impacts the careers of individuals and missions of organizations. She is the author of Persuasion in Practice (Sage) and three-time Harvard Business Review author- her latest article is "Courage At Work." She was co-principal investigator and author on the feasibility study that launched Starbright later chaired by Steven Spielberg and conjoined with Starlight. Dr. Reardon was inducted into Phi Beta Kappa, Phi Kappa Phi and Mortar Board, received her Ph.D. "With Distinction" from UMASS, Amherst, and has been a political analyst with The Huffington Post ( www.huffingtonpost.com ).

Preface
Defining the Art
A Versatile Frame of Mind
Preparation and Planning
Prioritizing Issues, Setting and Revising Goals
Ethical Considerations
The Persuasive Opening
Persuasion Strategy Choices
The Role of Power
When the Discussion Gets Stalled or Heated
Taking Negotiation Talents Global
Summary Remarks
Notes
Acknowledgments
The Author
Index