000			03067cam a2200277Ii 4500
001			99116415920904341
005			20250828084944.0
008			190827t20202020enka b 001 0 eng d
020			_a9781108701297 _qpaperback
035			_a(OCoLC)1113279313 _z(OCoLC)1090738131 _z(OCoLC)1144407387
035			_a(OCoLC)on1113279313
040			_aYDX _beng _erda _cYDX _dUOL _dYDXIT _dAU@ _dOCLCO _dOCL
041			_aEnglish
050		4	_aHD58.6 _b.F45 2020
100			_aFells, R. E. _q(Ray E.), _eauthor.
245	1	0	_aEffective negotiation _b: from research to results _c/ Ray Fells and Noa Sheer.
250			_aFourth edition.
264		1	_aCambridge : _bCambridge University Press, _c2020.
300			_axi, 420 pages : _billustrations ; _c25 cm
504			_aIncludes bibliographical references and index.
505			_aWhy 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.
520			_aThe 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.
650		0	_aNegotiation in business _927
700			_aSheer, Noa, _eauthor. _925822
942			_2lcc
999			_c4892 _d4892