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Effective Negotiation: From Research to Results by Ray Fells (Paperback, 2016)

About this product

About this product

Product Information

Effective Negotiation provides a distinctive approach to the task of reaching an agreement through negotiation. Drawing on his extensive teaching and research experience, Ray Fells describes the key elements of any negotiation - including reciprocity, trust, power and ethics - and explains the core tasks involved in reaching an agreement: information exchange, solution seeking and concession management. It covers the mediation process, negotiating on behalf of others and negotiating across cultures, as well as managing negotiations in the workplace and in the business context. This third edition has been thoroughly updated with the latest research and new practical examples, and has a greater focus on how negotiators can develop their personal skills and how, by becoming reflective practitioners, they can manage their negotiations more effectively.

Product Identifiers

Publisher
Cambridge University Press
ISBN-13
9781107578647
eBay Product ID (ePID)
220865690

Product Key Features

Author
Ray Fells
Publication Name
Effective Negotiation: from Research to Results
Format
Paperback
Language
English
Subject
Management
Publication Year
2016
Type
Textbook
Number of Pages
275 Pages

Dimensions

Item Height
247mm
Item Width
174mm
Item Weight
590g

Additional Product Features

Title_Author
Ray Fells
Country/Region of Manufacture
United Kingdom

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