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Dina Hoare VIC, SA E: dhoare@cambridge.edu.au M: 0418 517 879
EFFECTIVE NEGOTIATION FROM RESEARCH TO RESULTS THIRD EDITION
Your contacts at Cambridge University Press John Elliot NSW, ACT, WA E: jelliot@cambridge.edu.au M: 0458 913 645
Ray Fells
Kim Lingard QLD, NT, TAS and New Zealand E: klingard@cambridge.edu.au M: 0437 389 810
Essential resource for students and professionals in the fields of business and management, law, HR management and employment relations.
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PUBLICATION PLANNED FOR: February 2016 FORMAT: Paperback ISBN: 9781107578647
EFFECTIVE NEGOTIATION FROM RESEARCH TO RESULTS Effective Negotiation is a task-oriented and practical resource that provides the skills needed to reach a good agreement. It examines how negotiations work and covers key issues such as trust, power and information exchange. Ray Fells draws on his extensive teaching and research experience to present useful, applicable strategies and advice on managing workplace and business negotiations. Effective Negotiation remains an essential resource for students and professionals in the fields of business and management, law, human resource management and employment relations. Key highlights of the new edition include: • A greater emphasis on skill development through the notion of reflective practice. • Case studies of actual negotiations more fully integrated into the text to show the practical implications of the research findings and learning points. • New edition has separate chapters on workplace and business negotiations and mediation.
TABLE OF CONTENTS:
AUTHOR:
1. Why isn’t negotiation straightforward? 2. The DNA of negotiation – the negotiators 3. The DNA of negotiation – the essence of a negotiation
Chapter 3 Appendix – Information exchange skills in practice
4. Ways to manage a negotiation 5. Being strategic: the knight’s move
Ray Fells
6. Digging deep to deal with differences
Prior to becoming an academic Ray gained experience in employment and industrial relations matters in the U.K. 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.
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.