Ray Fells, Noa Sheer

Effective Negotiation

From Research to Results

• Broschiertes Buch

Produktbeschreibung

Effective Negotiation is a practical and thematic approach to negotiation and mediation in professional contexts. It describes the key elements of negotiations and explains the core tasks involved in reaching an agreement.

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Produktdetails

• Verlag: Cambridge University Press
• 4. Aufl.
• Seitenzahl: 430
• Erscheinungstermin: 5. März 2020
• Englisch
• Abmessung: 244mm x 178mm x 20mm
• Gewicht: 770g
• ISBN-13: 9781108701297
• ISBN-10: 1108701299
• Artikelnr.: 57573735

Autorenporträt

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

Inhaltsangabe

1. Why isn't negotiation straightforward?; 2. Negotiators are people, not robots; 3. Establishing what can be achieved by negotiating; 4. Strategically managing the negotiation process; 5. Differentiation: managing the exchange of information; 6. Exploration: finding a better outcome; 7. Exchange: getting the other party to agree; 8. Strategically managing deadlocks; 9. Overcoming deadlocks through mediation; 10. Negotiation in practice: negotiators building bridges on behalf of others; 11. Negotiation in practice: managing negotiations in the workplace; 12. Negotiation in practice: managing business negotiations; 13. Cross-cultural negotiations: much the same but different; 14. Conclusion: becoming an effective negotiator.