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.