Effective negotiation : from research to results
By: Fells, Ray
Material type:
BookPublisher: Port Melbourne, Vic. : Cambridge University Press, c2016.Edition: 3rd ed.Description: ix, 317 p. : ill. ; 25 cm.ISBN: 9781107578647Subject(s): Management | Negotiation | Contracts | CovenantsDDC classification: 302.3 FE EF Online resources: Location Map | Item type | Home library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|
| REGULAR | University of Wollongong in Dubai Main Collection | 302.3 FE EF (Browse shelf) | Available | T0056203 |
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Includes bibliographical references and index.
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.
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.