Successful negotiators do not take language for granted. Spoken and
written language is the instrument of negotiation. Understanding
and using its power is central to managing and influencing the
process of exchanging information and discussing ideas in order to
reach agreement and achieve your goals. The aims of the book are to
heighten awareness of the role of language, and to suggest
practical ways you can use language skills to improve the
effectiveness of your contribution, your reading of the situation
and your ability to manage and control the negotiation process.
Specific strategies are indexed for ease of reference. Throughout,
there are exercises and examples you can use to review your own
practice and to experiment with new skills. "The Language of
Negotiation" explains the role of culture, and the qualities and
functions of language that are most influential in a negotiation.
It suggests strategies and specific tactics for managing
conversations, for controlling the topic or for using listening
skills to read the situation. It also deals with particular
problems such as gaining co-operation and agreement even in
adversarial or confrontational situations. This book shoul
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