THE SKILLED NEGOTIATOR: MASTERING THE LANGUAGE OF ENGAGEMENT（有技巧的谈判者：掌握交谈的语言） fb2 免费 lrf 下载 kindle azw3 pdf 阿里云

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

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

Kathleen Kelley Reardon is professor of management and organization at one of the world’s leading business schools, the University of Southern California’s Marshall School of Business. During the research and writing for this book, she was also visiting

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