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Effective Negotiation : From Research to Results, Paperback by Fells, Ray; Sh...
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ApproximatelyAU $144.83
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Located in: Jessup, Maryland, United States
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eBay item number:353750669564
Item specifics
- Condition
- Book Title
- Effective Negotiation : From Research to Results
- ISBN
- 9781108701297
- Subject Area
- Business & Economics
- Publication Name
- Effective Negotiation : from Research to Results
- Item Length
- 9.7 in
- Publisher
- Cambridge University Press
- Subject
- Management
- Publication Year
- 2019
- Type
- Textbook
- Format
- Trade Paperback
- Language
- English
- Item Height
- 0.9 in
- Item Width
- 6.9 in
- Item Weight
- 27.3 Oz
- Number of Pages
- 430 Pages
About this product
Product Information
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.
Product Identifiers
Publisher
Cambridge University Press
ISBN-10
1108701299
ISBN-13
9781108701297
eBay Product ID (ePID)
26038781092
Product Key Features
Publication Name
Effective Negotiation : from Research to Results
Format
Trade Paperback
Language
English
Subject
Management
Publication Year
2019
Type
Textbook
Subject Area
Business & Economics
Number of Pages
430 Pages
Dimensions
Item Length
9.7 in
Item Height
0.9 in
Item Width
6.9 in
Item Weight
27.3 Oz
Additional Product Features
Edition Number
4
Table of Content
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.
Target Audience
College Audience
Dewey Decimal
658.4/052
Dewey Edition
23
Illustrated
Yes
Item description from the seller
Seller assumes all responsibility for this listing.
eBay item number:353750669564
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