Effective Negotiation

From Research to Results

Nonfiction, Reference & Language, Law, Legal Profession, Business & Finance, Management & Leadership, Management
Cover of the book Effective Negotiation by Ray Fells, Cambridge University Press
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Author: Ray Fells ISBN: 9781316591697
Publisher: Cambridge University Press Publication: March 14, 2016
Imprint: Cambridge University Press Language: English
Author: Ray Fells
ISBN: 9781316591697
Publisher: Cambridge University Press
Publication: March 14, 2016
Imprint: Cambridge University Press
Language: English

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.

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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.

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