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Effective Negotiation From Research to Results

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Authors

Ray Fells
, University of Western Australia, Perth
Published 2016

Description

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…

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Key features

  • 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

About the book

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