Effective Negotiation
From Research to Results
4th edition
Ray Fells, University of Western Australia, Perth, Noa Sheer, University of
New South Wales, Sydney
Publication date
Digital publication date: 31 August 2020
Physical publication date: 06 February 2020
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 Find out more
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.
View resources
Key features
Encourages a stage model of negotiation, where distributive and integrative are sub-processes
Features clear links between research and practice, reinforced by appropriate, well researched
case studies
Includes an accompanying website for instructors
Resources
There is 1 free resource available for this book. Go to the resources page
About the book
Subjects: Alternative Dispute Resolution, Business and Management, Law, Management: General
Interest
This flyer was generated on 21 April 2025 at 23:00 and the information may have been
updated since generation.
Format: Paperback , Price: €72.35
Publication date: 06 February 2020, ISBN: 9781108701297
Format: Digital , Price: €72.35
Publication date: 31 August 2020, ISBN: 9781108568838
https://doi.org/10.1017/9781108568838
Contents
1 - Why isn’t negotiation straightforward? 9 - Overcoming deadlocks through mediation
2 - Negotiators are people, not robots 10 - Negotiation in practice: negotiators building bridges on
3 - Establishing what can be achieved by negotiating behalf of others
4 - Strategically managing the negotiation process 11 - Negotiation in practice: managing negotiations in the
5 - Differentiation: managing the exchange of information workplace
6 - Exploration: finding a better outcome 12 - Negotiation in practice: managing business negotiations
7 - Exchange: getting the other party to agree 13 - Cross-cultural negotiations: much the same but different
8 - Strategically managing deadlocks 14 - Conclusion: becoming an effective negotiator
References
Index
This flyer was generated on 21 April 2025 at 23:00 and the information may have been
updated since generation.
