(eBook PDF) Effective Negotiation: From Research to Results 3rd Edition – Digital Ebook – Instant Delivery Download\
Product details:
- ISBN-10 : 1107578647
- ISBN-13 : 978-1107578647
- Author: Ray Fells
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.
Table contents:
Chapter 1 Why isn’t negotiation straightforward?
Chapter 2 Negotiators are people, not robots
Chapter 3 Establishing what can be achieved by negotiating
Chapter 4 Strategically managing the negotiation process
Chapter 5 Differentiation: managing the exchange of information
Chapter 6 Exploration: finding a better outcome
Chapter 7 Exchange: getting the other party to agree
Chapter 8 Strategically managing deadlocks
Chapter 9 Overcoming deadlocks through mediation
Chapter 10 Negotiation in practice: negotiators building bridges on behalf of others
Chapter 11 Negotiation in practice: managing negotiations in the workplace
Chapter 12 Negotiation in practice: managing business negotiations
Chapter 13 Cross-cultural negotiations: much the same but different
Chapter 14 Conclusion: becoming an effective negotiator
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