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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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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.