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Effective Negotiation, From Research to Results - Fells, Ray
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Fells, Ray:
Effective Negotiation, From Research to Results - Taschenbuch

2009, ISBN: 0521735211

ID: 1752182556

[EAN: 9780521735216], [PU: Cambridge University Press], (248 pages) Offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement.Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues.Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues.Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation process, he gives advice on how to improve as a negotiator by turning the research on negotiation into practical recommendations. It covers: How to negotiate strategically Negotiating on behalf of others Cultural differences in negotiation The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues. Effective Negotiation also features a companion website with lecturer resources.Acknowledgements, 1. An introduction to negotiation, 2. The essence of negotiation, 3. Being strategic, 4. The process of negotiation, 5. Managing a negotiation, 6. Dealing with differences, 7. Exploring options, 8. The end-game exchange, 9. Negotiating on behalf of others, 10. Cross-cultural negotiations, Conclusions, Appendix 1. A preparation checklist, Appendix 2. A negotiation review checklist, Appendix 3. Self-reflection tools, Appendix 4. The strategy framework, Appendix 5. The Nullarbor model, Appendix 6. Managing competitiveness, Appendix 7. Managing workplace negotiations, Appendix 8. Managing a business negotiation, Appendix 9. A culture checklist, References, Index. BiographicalNote: Ray Fells is Associate Dean in the Faculty of Business, University of Western Australia. (Paperback)

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Effective Negotiation: From Research to Results - Fells, Ray
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Effective Negotiation: From Research to Results - Taschenbuch

2009, ISBN: 0521735211, Lieferbar binnen 4-6 Wochen Versandkosten:Versandkostenfrei innerhalb der BRD

ID: 9780521735216

Internationaler Buchtitel. In englischer Sprache. Verlag: CAMBRIDGE UNIV PR, 239 Seiten, L=224mm, B=150mm, H=15mm, Gew.=363gr, [GR: 27850 - TB/Wirtschaft/Management], [SW: - Business / Economics / Finance], Kartoniert/Broschiert, Klappentext: Offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. Offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement.

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Effective Negotiation: From Research to Results

Offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement.

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EAN (ISBN-13): 9780521735216
ISBN (ISBN-10): 0521735211
Taschenbuch
Erscheinungsjahr: 2009
Herausgeber: CAMBRIDGE UNIV PR
239 Seiten
Gewicht: 0,363 kg
Sprache: eng/Englisch

Buch in der Datenbank seit 30.04.2010 02:16:38
Buch zuletzt gefunden am 22.11.2015 21:38:59
ISBN/EAN: 0521735211

ISBN - alternative Schreibweisen:
0-521-73521-1, 978-0-521-73521-6


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