| INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781107578647 |
| DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Call number |
302.3 FE EF |
| MAIN ENTRY--PERSONAL NAME |
|---|
| Authors |
Fells, Ray |
| TITLE STATEMENT |
|---|
| Title |
Effective negotiation : |
| Subtitle |
from research to results |
| Statement of responsibility, etc |
Ray Fells |
| EDITION STATEMENT |
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| Edition |
3rd ed. |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
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| Place of publication |
Port Melbourne, Vic. : |
| Publisher |
Cambridge University Press, |
| Date |
c2016. |
| PHYSICAL DESCRIPTION |
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| Extent |
ix, 317 p. : |
| Other Details |
ill. ; |
| Size |
25 cm. |
| GENERAL NOTE |
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| General note |
Record machine-generated from publisher information. |
| CONTENTS |
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| Contents |
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. |
| SUMMARY |
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| Summary |
Provides a distinctive approach to the task of reaching an agreement through negotiation. This edition has been updated with the latest research and 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. |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical Heading |
Management |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical Heading |
Negotiation |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical Heading |
Contracts |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical Heading |
Covenants |
| ELECTRONIC LOCATION AND ACCESS |
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| Uniform Resource Identifier |
https://uowd.box.com/s/atpokrlg9ncxv98g9b3s8udkgh7yqawx |
| Public note |
Location Map |
| MAIN ENTRY--PERSONAL NAME |
|---|
| -- |
11519 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| -- |
140 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| -- |
3613 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| -- |
3614 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| -- |
3615 |