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Effective Negotiation
From Research to Results

4th Edition


  • Authors:
  • Ray Fells, University of Western Australia, Perth
  • Noa Sheer, University of New South Wales, Sydney
  • Date Published: February 2020
  • availability: In stock
  • format: Paperback
  • isbn: 9781108701297

£ 61.99

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About the Authors
  • 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.

    • Encourages a stage model of negotiation, where distributive and integrative are sub-processes
    • Features clear links between research and practice, reinforced by appropriate, well researched case studies
    • Includes an accompanying website for instructors
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    Product details

    • Edition: 4th Edition
    • Date Published: February 2020
    • format: Paperback
    • isbn: 9781108701297
    • length: 430 pages
    • dimensions: 247 x 175 x 23 mm
    • weight: 0.77kg
    • contains: 52 b/w illus. 6 colour illus. 47 tables
    • availability: In stock
  • Table of Contents

    1. Why isn't negotiation straightforward?
    2. Negotiators are people, not robots
    3. Establishing what can be achieved by negotiating
    4. Strategically managing the negotiation process
    5. Differentiation: managing the exchange of information
    6. Exploration: finding a better outcome
    7. Exchange: getting the other party to agree
    8. Strategically managing deadlocks
    9. Overcoming deadlocks through mediation
    10. Negotiation in practice: negotiators building bridges on behalf of others
    11. Negotiation in practice: managing negotiations in the workplace
    12. Negotiation in practice: managing business negotiations
    13. Cross-cultural negotiations: much the same but different
    14. Conclusion: becoming an effective negotiator.

  • Authors

    Ray Fells, University of Western Australia, Perth
    Ray Fells is Professor in the Business School at the University of Western Australia, Perth.

    Noa Sheer, University of New South Wales, Sydney
    Noa Sheer is a lecturer and doctoral candidate in the School of Business at the University of New South Wales, Sydney and the owner of Sheer Negotiations.

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