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> Effective Negotiation

Effective Negotiation From Research to Results

Authors

, University of Western Australia, Perth, , University of New South Wales, Sydney
Published 2019

Description

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.…

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Key features

  • 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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