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Effective Negotiation

Ray Fells, Noa Sheer · ISBN 9781108701297
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Publisher Cambridge University Press
Author(s) Ray Fells / Noa Sheer
Subtitle From Research to Results
Edition 4
Published 29th October 2019
Related course codes BUSN5290 - Negotiation Skills, EDUC5515 Interventions for Learning in Years 7-12, 200613 Negotiation, BUSM3048 Negotiation

From Research to Results

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.
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