Effective Negotiation From Research to Results
- Textbook
This book is no longer available for digital purchase on Higher Education from Cambridge University Press.
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
- DOI https://doi.org/10.1017/CBO9781316442807
- Editions 3rd Edition
- Format: Digital
- Publication date: 17 August 2019
- ISBN: 9781316442807
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