| 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. |
| 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 |
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