The skilled negotiator : mastering the language of engagement - Reardon, Kathleen Kelley (San Francisco : Jossey-Bass, 2004)
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.
Includes bibliographical references (p. 237-245) and index.
Keywords: Negotiation in business