Effective Negotiation

From Research to Results

Nonfiction, Reference & Language, Law, Legal Profession, Business & Finance, Management & Leadership, Management
Cover of the book Effective Negotiation by Ray Fells, Cambridge University Press
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Ray Fells ISBN: 9781316591697
Publisher: Cambridge University Press Publication: March 14, 2016
Imprint: Cambridge University Press Language: English
Author: Ray Fells
ISBN: 9781316591697
Publisher: Cambridge University Press
Publication: March 14, 2016
Imprint: Cambridge University Press
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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.

More books from Cambridge University Press

Cover of the book The Cambridge Companion to the Literature of Paris by Ray Fells
Cover of the book Viewing Inscriptions in the Late Antique and Medieval World by Ray Fells
Cover of the book Incentives to Pander by Ray Fells
Cover of the book Retreat and its Consequences by Ray Fells
Cover of the book Consuls and Res Publica by Ray Fells
Cover of the book The Worlds of the Trust by Ray Fells
Cover of the book British Political Culture and the Idea of ‘Public Opinion', 1867–1914 by Ray Fells
Cover of the book Childhood Epilepsy by Ray Fells
Cover of the book Reading Genesis by Ray Fells
Cover of the book Empirical Social Choice by Ray Fells
Cover of the book The Emperor and the World by Ray Fells
Cover of the book Monkeys on the Edge by Ray Fells
Cover of the book A Guide to Monte Carlo Simulations in Statistical Physics by Ray Fells
Cover of the book Ideology in America by Ray Fells
Cover of the book The Cambridge Companion to the United States Constitution by Ray Fells
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy