The Skilled Negotiator – Mastering the Language of Engagement

Name: The Skilled Negotiator – Mastering the Language of Engagement
Author: K Reardon

Mastering the Language of Engagement

Paperback Engels 2004 9780787966553

38,35

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Samenvatting

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

Specificaties

ISBN13:9780787966553

Taal:Engels

Bindwijze:paperback

Aantal pagina's:272

Uitgever:John Wiley & Sons

Hoofdrubriek:Persoonlijke effectiviteit, Algemeen management

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Inhoudsopgave

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.