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Effective negotiation : from research to results / Ray Fells.

By: Material type: TextTextPublisher: Cambridge, England ; New York : Cambridge University Press, 2012Copyright date: ©2012Edition: Second editionDescription: viii, 263 pages : illustrations ; 25 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 1107605385
  • 9781107605381
Subject(s): DDC classification:
  • 658.4052 23
LOC classification:
  • HD58.6 .F45 2012
Contents:
1. An introduction to negotiation: why isn't negotiation more straightforward? -- 2. The essence of negotiation: what is at the core of any negotiation? -- 3. The knight's move: being strategic in negotiation -- 4. The process of negotiation: phrases and phases: is there a pattern to negotiation or do I just go with the flow? -- 5. A negotiation script and other ways to manage a negotiation -- 6. Digging deep and dealing with differences -- 7. Exploring options by creating an opportunity for a 'light bulb' moment -- 8. The end-game exchange -- 9. Negotiating on behalf of others -- 10. Cross-cultural negotiations: different, but much the same -- 11. Becoming an effective negotiator.
Summary: "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 multiparty negotiations and a new concluding chapter on being an effective negotiator. The companion website, at www.cambridge.edu.au/academic/effective, 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."--Publisher's website.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode
Book North Campus North Campus Main Collection 658.4052 FEL (Browse shelf(Opens below)) 1 Available A507737B
Book North Campus North Campus Main Collection 658.4052 FEL (Browse shelf(Opens below)) 1 Available A507736B
Book South Campus South Campus Main Collection 658.4052 FEL (Browse shelf(Opens below)) 1 Available A507739B

Includes bibliographical references (pages 241-254) and index.

1. An introduction to negotiation: why isn't negotiation more straightforward? -- 2. The essence of negotiation: what is at the core of any negotiation? -- 3. The knight's move: being strategic in negotiation -- 4. The process of negotiation: phrases and phases: is there a pattern to negotiation or do I just go with the flow? -- 5. A negotiation script and other ways to manage a negotiation -- 6. Digging deep and dealing with differences -- 7. Exploring options by creating an opportunity for a 'light bulb' moment -- 8. The end-game exchange -- 9. Negotiating on behalf of others -- 10. Cross-cultural negotiations: different, but much the same -- 11. Becoming an effective negotiator.

"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 multiparty negotiations and a new concluding chapter on being an effective negotiator. The companion website, at www.cambridge.edu.au/academic/effective, 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."--Publisher's website.

Machine converted from AACR2 source record.

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