2009, ISBN: 0521735211

[EAN: 9780521735216], [PU: Cambridge University Press], (248 pages) Offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement.Ef… More...

[EAN: 9780521735216], [PU: Cambridge University Press], (248 pages) Offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement.Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues.Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues.Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation process, he gives advice on how to improve as a negotiator by turning the research on negotiation into practical recommendations. It covers: How to negotiate strategically Negotiating on behalf of others Cultural differences in negotiation The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues. Effective Negotiation also features a companion website with lecturer resources.Acknowledgements, 1. An introduction to negotiation, 2. The essence of negotiation, 3. Being strategic, 4. The process of negotiation, 5. Managing a negotiation, 6. Dealing with differences, 7. Exploring options, 8. The end-game exchange, 9. Negotiating on behalf of others, 10. Cross-cultural negotiations, Conclusions, Appendix 1. A preparation checklist, Appendix 2. A negotiation review checklist, Appendix 3. Self-reflection tools, Appendix 4. The strategy framework, Appendix 5. The Nullarbor model, Appendix 6. Managing competitiveness, Appendix 7. Managing workplace negotiations, Appendix 8. Managing a business negotiation, Appendix 9. A culture checklist, References, Index. BiographicalNote: Ray Fells is Associate Dean in the Faculty of Business, University of Western Australia. (Paperback)<