Summary of The Skilled Negotiator

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

The Skilled Negotiator book summary
Start getting smarter:
or see our plans

Rating

8 Overall

9 Applicability

7 Innovation

7 Style

Recommendation

Kathleen Kelley Reardon’s book is packed with smart, solid advice. It is well suited for experienced, patient negotiators. She brings an impressive level of knowledge to the table. Reardon makes a fine point about the need to match one’s delivery to the audience and the situation, and then - like a chef who just keeps cooking - repeatedly offers the reader extra hefty servings of information to digest. Like a solid restaurant dinner, this is often a good thing - the book is truly packed with useful information - but it is sometimes challenging, particularly for beginners. Novices may be daunted, for instance, by the list of 64 different persuasive strategies a top tactician might use. Most of these approaches are worthwhile, but Reardon really did rustle up this buffet for her title audience, "skilled negotiators." getAbstract.com finds her tactics, theories and specific suggestions focused, intelligent and well researched. Penetrating readers will harvest lots of substance to enrich their negotiation practices. And beginners, well, you’ll have a lot to digest.

In this summary, you will learn

  • How to prepare for a negotiation;
  • What to be aware of during a negotiation; and
  • Why planning, tactics, awareness and versatility are critical.
 

About the Author

Kathleen Kelley Reardon teaches in the University of Southern California’s business school, where she is director of the Leadership Institute’s Presidential Fellows Program. She also wrote The Secret Handshake.

 

Summary

What Is Negotiation?
Negotiation is an interactive process where two or more sides engage in creating alliances and agreements. Negotiating requires you to be mindful of yourself, and your assumptions, values, emotional triggers and issues - all factors you must also monitor in the other...

Get the key points from this book in 10 minutes.

For you

Find the right subscription plan for you.

For your company

We help you build a culture of continuous learning.

 or log in

Comment on this summary

More on this topic

By the same author

Customers who read this summary also read

More by category