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 spoken interaction, for example by controlling the topic or using listening skills to read the situation.
It also deals with particular problems such as gaining cooperation and agreement even in adversarial or confrontational situations, hand This book should be of interest to students and teachers of business, communication studies and language and professionals developing communication skills.