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Effective Negotiation
From Research to Results

3rd Edition


  • Author: Ray Fells, University of Western Australia, Perth
  • Date Published: April 2016
  • availability: Temporarily unavailable - available from February 2020
  • format: Paperback
  • isbn: 9781107578647

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About the Authors
  • Effective Negotiation provides a distinctive approach to the task of reaching an agreement through negotiation. Drawing on his extensive teaching and research experience, Ray Fells describes the key elements of any negotiation - including reciprocity, trust, power and ethics - and explains the core tasks involved in reaching an agreement: information exchange, solution seeking and concession management. It covers the mediation process, negotiating on behalf of others and negotiating across cultures, as well as managing negotiations in the workplace and in the business context. This third edition has been thoroughly updated with the latest research and new practical examples, and has a greater focus on how negotiators can develop their personal skills and how, by becoming reflective practitioners, they can manage their negotiations more effectively.

    • Provides a greater emphasis on skill development through the notion of reflective practice
    • Case studies of actual negotiations are more fully integrated into the text to show the practical implications of the research findings and learning points
    • The new edition has separate chapters on workplace and business negotiations
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    Product details

    • Edition: 3rd Edition
    • Date Published: April 2016
    • format: Paperback
    • isbn: 9781107578647
    • dimensions: 248 x 174 x 19 mm
    • weight: 0.59kg
    • availability: Temporarily unavailable - available from February 2020
  • Table of Contents

    1. Why isn't negotiation straightforward?
    2. The DNA of negotiation - the negotiators
    3. The DNA of negotiation - the essence of a negotiation
    Appendix: information exchange skills in practice
    4. Ways to manage a negotiation
    5. Being strategic: the knight's move
    6. Digging deep to deal with differences
    7. Light bulb moments: exploring for options
    8. A final balancing act: the end-game exchange
    9. Building bridges: negotiating on behalf of others
    10. Managing a negotiation - a mediation perspective
    11. Cross-cultural negotiations: much the same but different
    12. Negotiation in practice: workplace and business negotiations
    Conclusion: becoming an effective negotiator.

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    Effective Negotiation

    Ray Fells

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  • Author

    Ray Fells, University of Western Australia, Perth
    Prior to becoming an academic, Ray Fells gained experience in employment and industrial relations matters in the UK which gave rise to his interest in dispute resolution through negotiation and mediation. His research and teaching have been aimed at finding ways to negotiate more effectively in the business environment. More recently he has been fully involved in management roles within the Business School including oversight of the MBA programs in Perth, Singapore, Manila and Jakarta, and as Associate Dean, International Relations.

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