Effective Negotiation From Research to Results

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 Negotiator's Toolkit. It incorporates up-to-date case studies, new material on mediation and on multiparty negotiations and a new concluding chapter on being an effective negotiator. The companion website, at www.cambridge.edu.au/academic/effective, includes a comprehensive set of lecturer resources, including PowerPoint summaries, negotiation role plays and expanded case material. Effective Negotiation remains an essential resource for students and professionals in the fields of business and management, law, human resource management and employment relations.

1. An introduction to negotiation: why isn't negotiation more straightforward?; 2. The essence of negotiation: what is at the core of any negotiation?; 3. The knight's move: being strategic in negotiation; 4. The process of negotiation: phrases and phases: is there a pattern to negotiation or do I just go with the flow?; 5. A negotiation script and other ways to manage a negotiation; 6. Digging deep and dealing with differences; 7. Exploring options by creating an opportunity for a 'light bulb' moment; 8. The end-game exchange; 9. Negotiating on behalf of others; 10. Cross-cultural negotiations: different, but much the same; 11. Becoming an effective negotiator.

Effective Negotiation presents useful, applicable strategies and advice on managing workplace and business negotiations. Fully revised and updated, this comprehensive second edition features up-to-date case studies, new material on mediation and multiparty negotiations and a new concluding chapter on being an effective negotiator.