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Effective Negotiation
From Research to Results

£43.99

textbook
  • Author: Ray Fells, University of Western Australia, Perth
  • Date Published: December 2009
  • availability: Available
  • format: Paperback
  • isbn: 9780521735216

£ 43.99
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About the Authors
  • Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation process, he gives advice on how to improve as a negotiator by turning the research on negotiation into practical recommendations. It covers: • How to negotiate strategically • Negotiating on behalf of others • Cultural differences in negotiation The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues. Effective Negotiation also features a companion website with lecturer resources.

    • Takes a task-oriented approach that goes beyond regarding negotiation as competitive or cooperative
    • Offers specific, practical advice on managing workplace and business negotiations
    • Features a companion website with lecturer resources
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    Reviews & endorsements

    'The author is a recognised expert and demonstrates this with an ease and smoothness of style, covering all the most essential aspects of the subject matter with great skill and clarity. Readers will not only benefit from the companion website but from an extensive and detailed set of appendices which go into a greater technical detail with the subject matter of each chapter. Effective Negotiation is a concise model of what publications in this field should aspire to.' Journal of General Management

    'Without being over-long, verbose or stylized, Fells brings his subject to light in a way which will be helpful for complete beginners in the area as well as more experienced members of the field. What is offered is a good balance of detail, overview, and summary, with abundant visual representation and exposition. The author is a recognised expert and demonstrates this with an ease and smoothness of style, covering all the most essential aspects of the subject matter with great skill and clarity. Readers will not only benefit from the companion website but from an extensive and detailed set of appendices which go into a greater technical detail with the subject matter of each chapter. Effective Negotiation is a concise model of what publications in this field should aspire to.' Journal of General Management

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    Product details

    • Date Published: December 2009
    • format: Paperback
    • isbn: 9780521735216
    • length: 248 pages
    • dimensions: 228 x 152 x 17 mm
    • weight: 0.37kg
    • availability: Available
  • Table of Contents

    Acknowledgements
    1. An introduction to negotiation
    2. The essence of negotiation
    3. Being strategic
    4. The process of negotiation
    5. Managing a negotiation
    6. Dealing with differences
    7. Exploring options
    8. The end-game exchange
    9. Negotiating on behalf of others
    10. Cross-cultural negotiations
    Conclusions
    Appendix 1. A preparation checklist
    Appendix 2. A negotiation review checklist
    Appendix 3. Self-reflection tools
    Appendix 4. The strategy framework
    Appendix 5. The Nullarbor model
    Appendix 6. Managing competitiveness
    Appendix 7. Managing workplace negotiations
    Appendix 8. Managing a business negotiation
    Appendix 9. A culture checklist
    References
    Index.

  • Resources for

    Effective Negotiation

    Ray Fells

    General Resources

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    These resources are provided free of charge by Cambridge University Press with permission of the author of the corresponding work, but are subject to copyright. You are permitted to view, print and download these resources for your own personal use only, provided any copyright lines on the resources are not removed or altered in any way. Any other use, including but not limited to distribution of the resources in modified form, or via electronic or other media, is strictly prohibited unless you have permission from the author of the corresponding work and provided you give appropriate acknowledgement of the source.

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  • Instructors have used or reviewed this title for the following courses

    • Coaching Senior Executives
    • Decision making under uncertainty
    • Negotiation
    • Negotiations
  • Author

    Ray Fells, University of Western Australia, Perth
    Ray Fells is Associate Dean in the Faculty of Business, University of Western Australia.

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