Effective Negotiation, 4e
Ray Fells, Noa Sheer
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.
Encourages a stage model of negotiation, where distributive and integrative are sub-processes
Features clear links between research and practice, reinforced by appropriate, well researched case studies
Includes an accompanying website for instructors
- RRP (AUD)
- Paperback & ebook
Ray Fells and Noa Sheer
Ray Fells in an Senior Honorary Research Fellow at the University of Western Australia.
Cambridge University Press
Our vision is a world of learning and research inspired by Cambridge, where we enable people to achieve success by providing the best learning and research solutions and where we use our profit for purpose, contributing to society by furthering the mission of our University.