user
0
Su pedido

Tu pedido

Su carro de la compra está vacío

Materias

Effective Negotiation "From Research To Results"

From Research To Results

Effective Negotiation "From Research To Results". From Research To Results

Compartir en:

(0 Comentarios)
Comenta y valora este libro

pvp.33,45 €

Sin Stock. Posibilidad entre 11 y 20 dias

  • ISBN:9780521735216
  • Editorial: Cambridge University Press
  • Fecha de la edición:
  • Encuadernación:
  • Dimensiones: 0 cm x 0 cm
  • Nº Pág.:248
  • Idiomas:Ingles,Inglés

Materias:

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.

1 An introduction to negotiation 1
What is negotiation? 3
Some initial practical implications 4
The DNA of negotiation 5
2 The essence of negotiation 8
Parties to the negotiation 8
Reciprocity 14
Trust 21
Power 25
Information exchange 29
Ethics 32
Outcome 36
Conclusions 37
3 Being strategic 39
Strategic choice 40
What factors should be taken into account? 44
Practical implications 51
Conclusions 57
4 The process of negotiation 58
Phases in negotiation 59
A closer look at phrases and phases 63
Making sense of models and research 70
A model to follow or go with the flow? 74
5 Managing a negotiation 75
Developing a negotiation script 76
Negotiation as a train journey 79
Managing the negotiations 81
6 Dealing with differences 89
The issue dimension 91
The process dimension 93
The action dimension 97

Otros libros de Gestión de Empresas