Effective Negotiation: From Research to Results - Couverture souple

Fells, Ray; Sheer, Noa

Couverture souple

ISBN 10 : 1108701299 ISBN 13 : 9781108701297

Editeur : Cambridge University Press, 2019

Synopsis

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.

A propos du livre

À propos des auteurs

Ray Fells is Professor in the Business School at the University of Western Australia, Perth.

Noa Sheer is a lecturer and doctoral candidate in the School of Business at the University of New South Wales, Sydney and the owner of Sheer Negotiations.

Détails de l'édition

• Éditeur: Cambridge University Press
• Date d'édition: 2019
• Langue: anglais
• ISBN 10: 1108701299
• ISBN 13: 9781108701297
• Reliure: Broché
• Numéro d'édition: 4
• Nombre de pages: 430
• Coordonnées du fabricant: Cambridge University Press; https://www.cambridge.org/; ; Via Honduras,15; Pomezia; Italia; 71; Italie