03067cam a2200277Ii 4500 99116415920904341 20250828084944.0 190827t20202020enka b 001 0 eng d 9781108701297 paperback (OCoLC)1113279313 (OCoLC)1090738131 (OCoLC)1144407387 (OCoLC)on1113279313 YDX eng rda YDX UOL YDXIT AU@ OCLCO OCL English HD58.6 .F45 2020 Fells, R. E. (Ray E.), author. Effective negotiation : from research to results / Ray Fells and Noa Sheer. Fourth edition. Cambridge : Cambridge University Press, 2020. xi, 420 pages : illustrations ; 25 cm Includes bibliographical references and index. Why isn't negotiation straightforward? — Negotiators are people, not robots — Establishing what can be achieved by negotiating — Strategically managing the negotiation process — Differentiation: managing the exchange of information — Exploration: finding a better outcome — Exchange: getting the other party to agree — Strategically managing deadlocks — Overcoming deadlocks through mediation — Negotiation in practice: negotiators building bridges on behalf of others — Negotiation in practice: managing negotiations in the workplace — Negotiation in practice: managing business negotiations — Cross-cultural negotiations: much the same but different — Conclusion: becoming an effective negotiator. The fourth edition of Effective Negotiation provides a practical and thematic approach to negotiation and mediation in professional contexts. Drawing on research and extensive teaching and practical experience, Fells and Sheer describe key elements of negotiations and explain the core tasks involved in reaching an agreement: information exchange, solution-seeking and concession management. This edition features a substantial revision and re-alignment of content, providing discussion of overarching themes and methodologies before moving to focused considerations of the underlying mechanics of negotiation. A new chapter on deadlocks provides detailed analysis of strategically managing and resolving deadlocked negotiations. In addition to the 'Negotiation in Practice' and 'Negotiation Skill Tips' boxes, chapters now include real-world case studies. An accessible, practical and strategic exploration of the complex mechanics and dynamics of negotiation, mediation and dispute resolution, Effective Negotiation remains an essential resource for students and professionals in business and management, law and human resource management. Encourages a stage model of negotiation, where distributive and integrative are sub-processes - Features clear links between research and practice, reinforced by appropriate, well researched case studies - Includes an accompanying website for instructors. Negotiation in business 27 Sheer, Noa, author. 25822 lcc 0 0 lcc 0 0 TBS TBS 2025-08-28 0 HD58.6 FEL B05697 2025-08-28 1 2025-08-28 1 4892 4892