Description

Book Synopsis
A textbook version of this important new book on negotiation, this book presents Kathleen Reardon's unique process approach to negotiation and provides many "real deal" examples from real-world master negotiators to illustrate her points.

Table of Contents
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.

Becoming a Skilled Negotiator

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£119.65

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RRP £132.95 – you save £13.30 (10%)

Order before 4pm today for delivery by Sat 27 Dec 2025.

A Paperback / softback by Kathleen Reardon

15 in stock


    View other formats and editions of Becoming a Skilled Negotiator by Kathleen Reardon

    Publisher: John Wiley & Sons Inc
    Publication Date: 01/10/2004
    ISBN13: 9780471429692, 978-0471429692
    ISBN10: 0471429694
    Also in:
    Business negotiation

    Description

    Book Synopsis
    A textbook version of this important new book on negotiation, this book presents Kathleen Reardon's unique process approach to negotiation and provides many "real deal" examples from real-world master negotiators to illustrate her points.

    Table of Contents
    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.

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