The skilled negotiator :

Reardon, Kathleen Kelley.

The skilled negotiator : mastering the language of engagement / Kathleen Kelley Reardon. - San Francisco, CA : Jossey-Bass, c2004. - x, 259 p. : ill. ; 24 cm.

Includes bibliographical references and index.

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.

078796655X (alk. paper)


Negotiation in business.

658.4052 / RES 2004

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