000			02752nam a22002297a 4500
999			_c4180 _d4180
005			20221205155956.0
008			221205b ||||| |||| 00| 0 eng d
020			_a9781108701297
082			_a658.4052 _bFEL
100			_aFells, Ray _99379
245			_aEffective negotiation: _bfrom research to results
250			_a4th
260			_bCambridge University Press _aUnited Kingdom _c2020
300			_axi, 420 p.
365			_aGBP _b59.99
504			_aTable 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.
520			_aThe 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
650			_aNegotiation in business _9428
650			_aManagement _9445
700			_aSheer, Noa _910532
942			_2ddc _cBK