Effective negotiation : from research to results / Ray Fells
- Author:
- Fells, R. E. (Ray E.)
- Published:
- Port Melbourne, VIC : Cambridge University Press, 2016.
- Edition:
- Third edition.
- Physical Description:
- ix, 317 pages : illustrations ; 25 cm
- Contents:
- Machine generated contents note: 1.Why isn't negotiation straightforward? -- What is negotiation? -- Some initial practical implications -- Being a systematic negotiator -- The DNA of negotiation -- Discussion questions -- 2.The DNA of negotiation: the negotiators -- Parties to the negotiation -- Other-directedness -- Becoming an effective negotiator -- Discussion questions -- 3.The DNA of negotiation: the essence of a negotiation -- Reciprocity -- Trust -- Power -- Information exchange -- Ethics -- Outcome -- Becoming an effective negotiator -- Discussion questions -- Appendix: Information exchange skills in practice -- Listening effectively -- Speaking and asking questions -- Negotiating via the internet -- Becoming an effective negotiator -- 4.Ways to manage a negotiation -- Negotiation phases -- Making sense of models and research -- Learning to `read' a negotiation -- Developing a negotiation script -- The Nullarbor Model of negotiation -- Managing the negotiations -- Becoming an effective negotiator -- Discussion questions -- 5.Being strategic: the knight's move -- Issue strategy choices open to a negotiator -- What factors need to be taken into account? -- Being strategic in your preparation -- Becoming an effective negotiator -- Discussion questions -- 6.Digging deep to deal with differences -- The first task: digging deep -- Differentiation: the issue dimension -- Differentiation: the process dimension -- Differentiation: the action dimension -- Differentiation: the outcome -- Managing competitiveness -- Becoming an effective negotiator -- Discussion questions -- 7.Light-bulb moments: exploring options -- Exploration: the issue dimension -- Exploration: the process dimension -- Exploration: the action dimension -- Exploration: the outcome -- Becoming an effective negotiator -- Discussion questions -- 8.A final balancing act: the end-game exchange -- Exchanging offers -- Facing up to your BATNA -- Managing the end-game -- Exchange: the issue dimension -- Exchange: the process dimension -- Exchange: the action dimension -- Exchange: the outcome -- Becoming an effective negotiator -- Discussion questions -- 9.Building bridges: negotiating on behalf of others -- The structure of constituency negotiations -- The effects of constituency and collectivity -- Separation in constituency negotiations -- Constituency and collectivity: effects on the negotiator -- Discussion questions -- 10.Managing a negotiation: a mediation perspective -- Dealing with disputes -- The essence of mediation -- The many types of mediation -- What do mediators do? -- Some implications of mediation for a negotiator -- Discussion questions -- 11.Cross-cultural negotiations: much the same but different -- Developing a cultural awareness -- Different approaches to negotiation -- Managing a cross-cultural negotiation -- The issue dimension -- The process dimension -- The action dimension -- Becoming an effective negotiator -- Discussion questions -- 12.Negotiation in practice: workplace and business negotiations -- Managing workplace negotiations -- Managing business negotiations -- Negotiation in practice: some concluding comments -- Discussion questions -- 13.Conclusion: becoming an effective negotiator -- How might we recognise a good negotiation? -- You the negotiator -- Postscript to the reader.
- Subject(s):
- ISBN:
- 9781107578647 (paperback)
1107578647 (paperback) - Bibliography Note:
- Includes bibliographical references (pages 293-309) and index.
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