Effective negotiation: (Record no. 4180)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02752nam a22002297a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20221205155956.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 221205b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781108701297 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.4052 |
| Item number | FEL |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Fells, Ray |
| 245 ## - TITLE STATEMENT | |
| Title | Effective negotiation: |
| Remainder of title | from research to results |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 4th |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | Cambridge University Press |
| Place of publication, distribution, etc. | United Kingdom |
| Date of publication, distribution, etc. | 2020 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xi, 420 p. |
| 365 ## - TRADE PRICE | |
| Price type code | GBP |
| Price amount | 59.99 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Table of Contents<br/>1. Why isn't negotiation straightforward?<br/>2. Negotiators are people, not robots<br/>3. Establishing what can be achieved by negotiating<br/>4. Strategically managing the negotiation process<br/>5. Differentiation: managing the exchange of information<br/>6. Exploration: finding a better outcome<br/>7. Exchange: getting the other party to agree<br/>8. Strategically managing deadlocks<br/>9. Overcoming deadlocks through mediation<br/>10. Negotiation in practice: negotiators building bridges on behalf of others<br/>11. Negotiation in practice: managing negotiations in the workplace<br/>12. Negotiation in practice: managing business negotiations<br/>13. Cross-cultural negotiations: much the same but different<br/>14. Conclusion: becoming an effective negotiator. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | 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.<br/><br/>Encourages a stage model of negotiation, where distributive and integrative are sub-processes<br/>Features clear links between research and practice, reinforced by appropriate, well researched case studies<br/>Includes an accompanying website for instructors |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Negotiation in business |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Management |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Sheer, Noa |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Bill No | Bill Date | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Accession Number | Date last seen | Copy number | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Human Resource and Organization Behvaiour | IN213 | 24-11-2022 | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 12/06/2022 | Bharatiya Sahitya Bhavana | 3865.46 | 658.4052 FEL | 003888 | 12/06/2022 | 1 | 5879.02 | 12/06/2022 | Book |