Effective Negotiation
From Research to Results

A practical and thematic approach to negotiation and mediation for students and professionals.

Ray Fells (Author), Noa Sheer (Author)

9781108701297, Cambridge University Press

Paperback / softback, published 29 October 2019

430 pages, 52 b/w illus. 6 colour illus. 47 tables
24.7 x 17.5 x 2.3 cm, 0.77 kg

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. A new chapter on deadlocks provides detailed analysis of strategically managing and resolving deadlocked negotiations. In addition to the 'Negotiation in Practice' and 'Negotiation Skill Tips' boxes, chapters now include real-world case studies. An accessible, practical and strategic exploration of the complex mechanics and dynamics of negotiation, mediation and dispute resolution, Effective Negotiation remains an essential resource for students and professionals in business and management, law and human resource management.

1. Why isn't negotiation straightforward?
2. Negotiators are people, not robots
3. Establishing what can be achieved by negotiating
4. Strategically managing the negotiation process
5. Differentiation: managing the exchange of information
6. Exploration: finding a better outcome
7. Exchange: getting the other party to agree
8. Strategically managing deadlocks
9. Overcoming deadlocks through mediation
10. Negotiation in practice: negotiators building bridges on behalf of others
11. Negotiation in practice: managing negotiations in the workplace
12. Negotiation in practice: managing business negotiations
13. Cross-cultural negotiations: much the same but different
14. Conclusion: becoming an effective negotiator.

Subject Areas: Arbitration, mediation & alternative dispute resolution [LNAC5], Industrial arbitration & negotiation [KNXB3], Business negotiation [KJN], Business & management [KJ]