Effective negotiation: from research to results

By:

Fells, Ray

Contributor(s):

Sheer, Noa

Material type: Text

TextPublication details: Cambridge University Press United Kingdom 2020Edition: 4thDescription: xi, 420 pISBN:

9781108701297

Subject(s):

DDC classification:

658.4052 FEL

Summary: 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. 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

List(s) this item appears in: HR & OB | Marketing

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Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Human Resource and Organization Behvaiour	658.4052 FEL (Browse shelf(Opens below))	1	Available		003888

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Previous								Next
Previous	658.4052 ADD Negotiation neuroscience: the brain science behind business deals	658.4052 BOY Successful contract negotiation	658.4052 DON Negotiating for dummies	658.4052 FEL Effective negotiation:	658.4052 HEL Successful negotiations: best-in-class recommendations for breakthrough negotiations	658.4052 LEW Negotiation: readings, exercises and cases	658.4052 MAL Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond	Next

Table of Contents
1. Why isn't negotiation straightforward?
2. Negotiators are people, not robots
3. Establishing what can be achieved by negotiating
4. Strategically managing the negotiation process
5. Differentiation: managing the exchange of information
6. Exploration: finding a better outcome
7. Exchange: getting the other party to agree
8. Strategically managing deadlocks
9. Overcoming deadlocks through mediation
10. Negotiation in practice: negotiators building bridges on behalf of others
11. Negotiation in practice: managing negotiations in the workplace
12. Negotiation in practice: managing business negotiations
13. Cross-cultural negotiations: much the same but different
14. Conclusion: becoming an effective negotiator.

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.

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

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