Effective Negotiation: From Research to Results

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Ray Fells (University of Western Australia, Perth) Noa Sheer (University of New South Wales, Sydney)

Effective Negotiation

From Research to Results

Ray Fells (University of Western Australia, Perth), Noa Sheer (University of New South Wales, Sydney)

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English

Cambridge University Press
29 October 2019

Business & management; Business negotiation; Industrial arbitration & negotiation; Arbitration, mediation & alternative dispute resolution

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.

By: Ray Fells (University of Western Australia Perth), Noa Sheer (University of New South Wales, Sydney)
Imprint: Cambridge University Press
Country of Publication: United Kingdom
Edition: 4th Revised edition
Dimensions: Height: 247mm, Width: 175mm, Spine: 23mm
Weight: 770g
ISBN: 9781108701297
ISBN 10: 1108701299
Pages: 430
Publication Date: 29 October 2019
Audience: College/higher education , Professional and scholarly , Primary , Undergraduate
Format: Paperback
Publisher's Status: Active

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.

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.