Effective Negotiation : From Research to Results
ISBN: 9781107605381 | 1107605385
Edition: 2ndFormat: Paperback
Publisher: Cambridge Univ Pr
Pub. Date: 7/31/2012
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Effective Negotiation is a task-oriented and practical resource that provides the skills needed to reach a good agreement. It examines how negotiations work and covers key issues such as trust, power and information exchange. Ray Fells draws on his extensive teaching and research experience to present useful, applicable strategies and advice on managing workplace and business negotiations. Fully revised and updated, this comprehensive second edition boasts new features including chapter summaries, fundamental skills tips and a complete Negotiat... MORE
| An introduction to negotiation: why isn't negotiation more straightforward? | |
| The essence of negotiation: what is at the core of any negotiation? | |
| The knight's move: being strategic in negotiation | |
| The process of negotiation: phrases and phases: is there a pattern to negotiation or do I just go with the flow? | |
| A negotiation script and other ways to manage a negotiation | |
| Digging deep and dealing with differen... MORE | |
| Exploring options by creating an opportunity for a 'light bulb' moment | |
| The end-game exchange | |
| Negotiating on behalf of others | |
| Cross-cultural negotiations: different, but much the same | |
| Becoming an effective negotiator | |
| Table of Contents provided by Publisher. All Rights Reserved. |
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