Effective Negotiation
eBook - PDF

Effective Negotiation

From Research to Results

  1. 434 pages
  2. English
  3. PDF
  4. Available on iOS & Android
eBook - PDF

Effective Negotiation

From Research to Results

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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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 one million books available in our catalogue for you to explore.

Information

Publisher
Cambridge University Press
Year
2019
eBook ISBN
9781108751810
Edition
4
Topic
Business
Subtopic
Management
Index
Business

Table of contents

  1. Cover
  2. Half-title
  3. Title page
  4. Copyright information
  5. Contents
  6. Preface
  7. About the authors
  8. Acknowledgements
  9. Chapter 1 Why isn't negotiation straightforward?
  10. Chapter 2 Negotiators are people, not robots
  11. Chapter 3 Establishing what can be achieved by negotiating
  12. Chapter 4 Strategically managing the negotiation process
  13. Chapter 5 Differentiation: managing the exchange of information
  14. Chapter 6 Exploration: finding a better outcome
  15. Chapter 7 Exchange: getting the other party to agree
  16. Chapter 8 Strategically managing deadlocks
  17. Chapter 9 Overcoming deadlocks through mediation
  18. Chapter 10 Negotiation in practice: negotiators building bridges on behalf of others
  19. Chapter 11 Negotiation in practice: managing negotiations in the workplace
  20. Chapter 12 Negotiation in practice: managing business negotiations
  21. Chapter 13 Cross-cultural negotiations: much the same but different
  22. Chapter 14 Conclusion: becoming an effective negotiator
  23. References
  24. Index