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.Read more
- A completely task-oriented approach that acknowledges the complexity of negotiations and goes beyond regarding negotiation as competitive or co-operative
- Considers the key issues of trust, power and information exchange in cross-cultural negotiations
- Includes useful new features which help students translate theory into practice, such as fundamental skills tips and Negotiator Toolkits
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- Edition: 2nd Edition
- Date Published: May 2012
- format: Paperback
- isbn: 9781107605381
- length: 272 pages
- dimensions: 247 x 174 x 14 mm
- weight: 0.5kg
- contains: 50 b/w illus.
- availability: In stock
Table of Contents
1. An introduction to negotiation: why isn't negotiation more straightforward?
2. The essence of negotiation: what is at the core of any negotiation?
3. The knight's move: being strategic in negotiation
4. The process of negotiation: phrases and phases: is there a pattern to negotiation or do I just go with the flow?
5. A negotiation script and other ways to manage a negotiation
6. Digging deep and dealing with differences
7. Exploring options by creating an opportunity for a 'light bulb' moment
8. The end-game exchange
9. Negotiating on behalf of others
10. Cross-cultural negotiations: different, but much the same
11. Becoming an effective negotiator.
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