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Effective Negotiation


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Table of Contents

1. Why isn't negotiation straightforward?; 2. The DNA of negotiation - the negotiators; 3. The DNA of negotiation - the essence of a negotiation; Appendix: information exchange skills in practice; 4. Ways to manage a negotiation; 5. Being strategic: the knight's move; 6. Digging deep to deal with differences; 7. Light bulb moments: exploring for options; 8. A final balancing act: the end-game exchange; 9. Building bridges: negotiating on behalf of others; 10. Managing a negotiation - a mediation perspective; 11. Cross-cultural negotiations: much the same but different; 12. Negotiation in practice: workplace and business negotiations; Conclusion: becoming an effective negotiator.

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Effective Negotiation, 3rd edition is an essential resource for students and professionals in business and management, law, human resource management and employment relations.

About the Author

Prior to becoming an academic, Ray Fells gained experience in employment and industrial relations matters in the UK which gave rise to his interest in dispute resolution through negotiation and mediation. His research and teaching have been aimed at finding ways to negotiate more effectively in the business environment. More recently he has been fully involved in management roles within the Business School including oversight of the MBA programs in Perth, Singapore, Manila and Jakarta, and as Associate Dean, International Relations.

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