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Preface. <p>1. Defining the Art.</p> <p>2. A Versatile Frame of Mind.</p> <p>3. Preparation and Planning.</p> <p>4. Prioritizing Issues, Setting and Revising Goals.</p> <p>5. Ethical Considerations.</p> <p>6. The Persuasive Opening.</p> <p>7. Persuasion Strategy Choices.</p> <p>8. The Role of Power.</p> <p>9. When the Discussion Gets Stalled or Heated.</p> <p>10. Taking Negotiation Talents Global.</p> <p>Summary Remarks.</p> <p>Notes.</p> <p>Acknowledgments.</p> <p>The Author.</p> <p>Index.</p>

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 professor of philosophy at University College, Cork, and distinguished research scholar at the Irish Management Institute. A member of Phi Beta Kappa and a prolific, best-selling author, speaker, and consultant, Reardon is an expert in negotiation, persuasion, and politics in business.

A Guide to Becoming a Skilled Negotiator <p>"Kathleen Kelley Reardon is a skilled negotiator both in the sense of coming to a win-win situation with others, but also using her considerable intellect to negotiate the currents of life. The Skilled Negotiator is a book, therefore, written by a skilled negotiator. Highly recommended!"<br /> –Tony Buzan, author, The Mind Map Book (BBC)</p> <p>"The capability of influencing others is one of the most globally sought after skills in ‘getting things done’ whether it is in a matrixed corporate environment or your own personal relationships with others. The Skilled Negotiator provides a practical ‘road map’ that defines the language required for successful negotiation and removes much of the mystery, which allows practical application to the job and life in general. This is a book you will want to revisit time and again to practice your skills of negotiation."<br /> –Glenn Latta, senior director, Global Learning & Development, Pfizer</p> <p>"Blends compelling research, conceptual understanding and practical tools to build a facile negotiation mind-set. Professor Reardon's extraordinary expertise comes through on every page."<br /> –Barry Leskin, chief learning officer, Chevron</p> <p>"Rarely has the topic of business negotiation advanced as far as Reardon has done in this book. The Skilled Negotiatior is an exceptional breakout book. I wish it had been available years ago."<br /> –Tania A. Modic, Western Investments Capital</p> <p>"Kathleen Reardon has been my negotiating mentor in three charities over twenty years; with her help we have raised over $150 million and we help over 125,000 children each month! Negotiating is an art and science: its skills can be learned . . . and Dr. Reardon is its best teacher."<br /> –Peter Samuelson, founder, Starlight Children’s Foundation, First Star Public Policy Initiative</p>

“When I negotiate on behalf of my children’s charities, I cannot offer what most people in business want: personal advantage or money. I can only appeal to selflessness and to caring about a shared future through doing best by children. Kathleen Reardon has been my negotiating mentor in three charities over twenty years; with her help we have raised over $150 million and we help over 125,000 children each month! Negotiating is an art and science: its skills can be learned . . . and Dr. Reardon is its best teacher.”<br /> —Peter Samuelson, founder, Starlight Children’s Foundation, First Star Public Policy Initiative <p>“Rarely is a topic so critical to business as negotiation advanced as far as Reardon has done. Her book is an exceptional breakout of the craft. Wish I’d had it years ago.”<br /> —Tania A. Modic, managing director, Western Investments Capital</p> <p>“Kathleen Kelly Reardon is a skilled negotiator both in the sense of coming to a win-win situation with others, but also using her considerable intellect to negotiate the currents of life. <i>The Skilled Negotiator</i> is a book, therefore, written by a skilled negotiator. Highly recommended!”<br /> —Tony Buzan, author, <i>The Mind Map Book</i></p>

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