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Effective Negotiation,9781107605381
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Effective Negotiation



Pub. Date:
Cambridge Univ Pr
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This is the 2nd edition with a publication date of 5/28/2012.

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Effective Negotiation is a task-oriented and practical resource that provides the skills needed to reach a good agreement. It examines how negotiations work and covers key issues such as trust, power and information exchange. Ray Fells draws on his extensive teaching and research experience to present useful, applicable strategies and advice on managing workplace and business negotiations. Fully revised and updated, this comprehensive second edition boasts new features including chapter summaries, fundamental skills tips and a complete Negotiator's Toolkit. It incorporates up-to-date case studies, new material on mediation and on multi-party negotiations and a new concluding chapter on being an effective negotiator. The companion website, at, includes a comprehensive set of lecturer resources, including Powerpoint summaries, negotiation role plays, and expanded case material. Effective Negotiation remains an essential resource for students and professionals in the fields of business and management, law, human resource management and employment relations.

Table of Contents

An introduction to negotiation: why isn't negotiation more straightforward?
The essence of negotiation: what is at the core of any negotiation?
The knight's move: being strategic in negotiation
The process of negotiation: phrases and phases: is there a pattern to negotiation or do I just go with the flow?
A negotiation script and other ways to manage a negotiation
Digging deep and dealing with differences
Exploring options by creating an opportunity for a 'light bulb' moment
The end-game exchange
Negotiating on behalf of others
Cross-cultural negotiations: different, but much the same
Becoming an effective negotiator
Table of Contents provided by Publisher. All Rights Reserved.

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