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• Title:Effective negotiation : from research to results / Ray Fells.
  
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• Author/Creator:Fells, R. E. (Ray E.), author.
  
• Published/Created:Port Melbourne, VIC : Cambridge University Press, [2016]
  

• Holdings

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  • Location: c.1  DAVID LAM LIBRARY stacksWhere is this?
    
  • Call Number: HD58.6 .F45 2016
    
  • Number of Items:1
    
  • Status:Available
    

   
• Library of Congress Subjects:Negotiation in business.
  
• Edition:Third edition.
  
• Description:ix, 317 pages : illustrations ; 25 cm
  
• Summary: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.-- Provided by publisher.
  
• Notes:Includes bibliographical references (pages 293-309) and index.
  
• ISBN:9781107578647 paperback
  1107578647 paperback
  
• Contents:Machine generated contents note: 1. Why isn't negotiation straightforward?
  What is negotiation?
  Some initial practical implications
  Being a systematic negotiator
  DNA of negotiation
  Discussion questions
  2. DNA of negotiation: the negotiators
  Parties to the negotiation
  Other-directedness
  Becoming an effective negotiator
  Discussion questions
  3. DNA of negotiation: the essence of a negotiation
  Reciprocity
  Trust
  Power
  Information exchange
  Ethics
  Outcome
  Becoming an effective negotiator
  Discussion questions
  Appendix: Information exchange skills in practice
  Listening effectively
  Speaking and asking questions
  Negotiating via the internet
  Becoming an effective negotiator
  4. Ways to manage a negotiation
  Negotiation phases
  Making sense of models and research
  Learning to `read' a negotiation
  Developing a negotiation script
  Nullarbor Model of negotiation
  Managing the negotiations
  Becoming an effective negotiator
  Discussion questions
  5. Being strategic: the knight's move
  Issue strategy choices open to a negotiator
  What factors need to be taken into account?
  Being strategic in your preparation
  Becoming an effective negotiator
  Discussion questions
  6. Digging deep to deal with differences
  first task: digging deep
  Differentiation: the issue dimension
  Differentiation: the process dimension
  Differentiation: the action dimension
  Differentiation: the outcome
  Managing competitiveness
  Becoming an effective negotiator
  Discussion questions
  7. Light-bulb moments: exploring options
  Exploration: the issue dimension
  Exploration: the process dimension
  Exploration: the action dimension
  Exploration: the outcome
  Becoming an effective negotiator
  Discussion questions
  8. final balancing act: the end-game exchange
  Exchanging offers
  Facing up to your BATNA
  Managing the end-game
  Exchange: the issue dimension
  Exchange: the process dimension
  Exchange: the action dimension
  Exchange: the outcome
  Becoming an effective negotiator
  Discussion questions
  9. Building bridges: negotiating on behalf of others
  structure of constituency negotiations
  effects of constituency and collectivity
  Separation in constituency negotiations
  Constituency and collectivity: effects on the negotiator
  Discussion questions
  10. Managing a negotiation: a mediation perspective
  Dealing with disputes
  essence of mediation
  many types of mediation
  What do mediators do?
  Some implications of mediation for a negotiator
  Discussion questions
  11. Cross-cultural negotiations: much the same but different
  Developing a cultural awareness
  Different approaches to negotiation
  Managing a cross-cultural negotiation
  issue dimension
  process dimension
  action dimension
  Becoming an effective negotiator
  Discussion questions
  12. Negotiation in practice: workplace and business negotiations
  Managing workplace negotiations
  Managing business negotiations
  Negotiation in practice: some concluding comments
  Discussion questions
  13. Conclusion: becoming an effective negotiator
  How might we recognise a good negotiation?
  You the negotiator
  Postscript to the reader.