Effective Negotiation: From Research to Results
Effective Negotiation is a task-oriented and practical resource that provides the skills needed to reach a good agreement. It examines how negotiations work and covers key issues such as trust, power and information exchange. Ray Fells draws on his extensive teaching and research experience to present useful, applicable strategies and advice on managing workplace and business negotiations. Fully revised and updated, this comprehensive second edition boasts new features including chapter summaries, fundamental skills tips and a complete Negotiator's Toolkit. It incorporates up-to-date case studies, new material on mediation and on multi-party negotiations and a new concluding chapter on being an effective negotiator. The companion website, at www.cambridge.edu.au/academic/effective, includes a comprehensive set of lecturer resources, including Powerpoint summaries, negotiation role plays, and expanded case material. Effective Negotiation remains an essential resource for students and professionals in the fields of business and management, law, human resource management and employment relations.
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achieve agree approach to negotiation Asian bargaining BATNA behaviour chapter clear-cut compromise company’s competitive concede concessions constituency negotiations contend contract cooperative creative compromise cultural deadlock deal develop differences differentiation dimension discussion effective negotiator end game example exchanging offers expect exploration Figure final goals going high context high context cultures implementation important Indian Pacific information exchange interaction interests involved issue strategy Kalgoorlie look low context low context cultures mediation meeting Model negotiating table negotiating team NEGOTIATION IN PRACTICE negotiation process NEGOTIATION SKILLS TIPS negotiator’s negotiators need Nullarbor Nullarbor Plain ofthe one’s options organisation other’s outcome particularly parties party’s perspective Perth phase polychronic position preparation pressure priorities proposal reach agreement reach an agreement realise reciprocity reflect relationship response script settlement situation solutions stand firm suggestions summarise tactics talk task tit for tat trust understanding union Western Australia win–lose win–win