Effective Negotiation: From Research to Results, 3rd Edition
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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
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.
Read more at http://www.cambridge.org/au/academic/subjects/management/management-general-interest/effective-negotiation-research-results-3rd-edition#O6jtLeIPfeOSROir.99