The Skilled Negotiator: Mastering the Language of Engagement by Kathleen Kelley Reardon
Jossey-Bass; 1 edition | April 29, 2004 | English | ISBN: 078796655X | 272 pages | PDF | 1 MB
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.