Effective Negotiation is a task-oriented & practical resource that provides the skills needed to reach a good agreement. It examines how negotiations work & covers key issues such as trust power & information exchange. Ray Fells draws on his extensive teaching & research experience to present useful applicable strategies & advice on managing workplace & business negotiations. Fully revised & updated this comprehensive second edition boasts new features including chapter summaries fundamental skills tips & a complete Negotiators Toolkit. It incorporates up-to-date case studies new material on mediation & on multiparty negotiations & a new concluding chapter on being an effective negotiator. The companion website at www.cambridge.edu.au/academic/effective
Includes:: A superbly comprehensive set of lecturer resources including Power Point summaries negotiation role plays & expanded case material. Effective Negotiation remains an essential resource for students & professionals in the fields of business & management law human resource management & employment relations.