Effective Negotiation From Research to Results
- Textbook
Description
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.…
- Add bookmark
- Cite
- Share
Key features
- 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
Keywords
About the book
- DOI https://doi.org/10.1017/9781108568838
- Subjects Alternative Dispute Resolution,Business and Management,Law,Management: General Interest
- Editions 4th Edition (Current edition)
- Format: Paperback
- Publication date: 05 March 2020
- ISBN: 9781108701297
- Dimensions (mm): 247 x 174 mm
- Weight: 0.77kg
- Contains: 52 b/w illus. 6 colour illus. 47 tables
- Page extent: 430 pages
- Availability: In stock
- Format: Digital
- Publication date: 31 August 2020
- ISBN: 9781108568838
Access options
Review the options below to login to check your access.
Personal login
Log in with your Cambridge Higher Education account to check access.
Purchase options
There are no purchase options available for this title.
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.
Related content
AI generated results by Discovery for publishers [opens in a new window]
- TextbookEffective Negotiation
Online publication date: 17 August 2019
- BookEffective Negotiation
Online publication date: 05 June 2012