- 434 pages
- English
- PDF
- Available on iOS & Android
eBook - PDF
About this book
The fourth edition of Effective Negotiation provides a practical and thematic approach to negotiation and mediation in professional contexts. Drawing on research and extensive teaching and practical experience, Fells and Sheer describe key elements of negotiations and explain the core tasks involved in reaching an agreement: information exchange, solution-seeking and concession management. This edition features a substantial revision and re-alignment of content, providing discussion of overarching themes and methodologies before moving to focused considerations of the underlying mechanics of negotiation. A new chapter on deadlocks provides detailed analysis of strategically managing and resolving deadlocked negotiations. In addition to the 'Negotiation in Practice' and 'Negotiation Skill Tips' boxes, chapters now include real-world case studies. An accessible, practical and strategic exploration of the complex mechanics and dynamics of negotiation, mediation and dispute resolution, Effective Negotiation remains an essential resource for students and professionals in business and management, law and human resource management.
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Information
Table of contents
- Cover
- Half-title
- Title page
- Copyright information
- Contents
- Preface
- About the authors
- Acknowledgements
- Chapter 1 Why isn't negotiation straightforward?
- Chapter 2 Negotiators are people, not robots
- Chapter 3 Establishing what can be achieved by negotiating
- Chapter 4 Strategically managing the negotiation process
- Chapter 5 Differentiation: managing the exchange of information
- Chapter 6 Exploration: finding a better outcome
- Chapter 7 Exchange: getting the other party to agree
- Chapter 8 Strategically managing deadlocks
- Chapter 9 Overcoming deadlocks through mediation
- Chapter 10 Negotiation in practice: negotiators building bridges on behalf of others
- Chapter 11 Negotiation in practice: managing negotiations in the workplace
- Chapter 12 Negotiation in practice: managing business negotiations
- Chapter 13 Cross-cultural negotiations: much the same but different
- Chapter 14 Conclusion: becoming an effective negotiator
- References
- Index
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Yes, you can access Effective Negotiation by Ray Fells,Noa Sheer in PDF and/or ePUB format, as well as other popular books in Business & Management. We have over 1.5 million books available in our catalogue for you to explore.