Effective Negotiation From Research to Results 3e

Title:   Effective Negotiation From Research to Results 3e
Author:   Fells Ray
Publisher:   Cambridge Uni Press Edition:  3rd Re Binding:
APN:   9781107578647 or ISBN(1107578647)
Our Price:   $79.95  
Availability:   In Stock - will despatch next working day. Walk-in shoppers should ring ahead to ensure shelf availability

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.


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