Skip to main content Accessibility help
Internet Explorer 11 is being discontinued by Microsoft in August 2021. If you have difficulties viewing the site on Internet Explorer 11 we recommend using a different browser such as Microsoft Edge, Google Chrome, Apple Safari or Mozilla Firefox.
Home
> Subjects
> Effective Negotiation

Effective Negotiation From Research to Results

This textbook has now been replaced with a newer edition and is no longer available for personal or institutional sales. This will not affect access for customers who have previously redeemed access codes or purchased the title via ecommerce.

Authors

Ray Fells
, University of Western Australia, Perth
Published 2016

Description

Effective Negotiation provides a distinctive approach to the task of reaching an agreement through negotiation. Drawing on his extensive teaching and research experience, Ray Fells describes the key elements of any negotiation - including reciprocity, trust, power and ethics - and explains the core tasks involved in reaching an agreement: information exchange, solution seeking and concession management. It covers the mediation process, negotiating on behalf of others and negotiating across cultures, as well as managing negotiations in the workplace and…

  • Get access
  • Add bookmark
  • Cite
  • Share
Resources available Unlock the full potential of this textbook with additional resources. There are free resources available for this textbook. Explore resources

Key features

  • Provides a greater emphasis on skill development through the notion of reflective practice
  • Case studies of actual negotiations are more fully integrated into the text to show the practical implications of the research findings and learning points
  • The new edition has separate chapters on workplace and business negotiations

About the book

Access options

Review the options below to login to check your access.

Purchase options

There are no purchase options available for this title.

Have an access code?

To redeem an access code, please log in with your personal login.

Log in

If you believe you should have access to this content, please contact your institutional librarian or consult our FAQ page for further information about accessing our content.

Also available to purchase from these educational ebook suppliers

Related content

AI generated results by Discovery for publishers [opens in a new window]