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Effective Negotiation 1st Edition by Fells R ISBN 0521735211 9780521735216

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Effective Negotiation Fells R. Digital Instant Download

Author(s): Fells R.
ISBN(s): 9780521735216, 0521735211
Edition: draft
File Details: PDF, 1.14 MB
Year: 2009
Language: english
SKU: EB-2042876 Category: Tag:

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Product details:

ISBN 10: 0521735211
ISBN 13: 9780521735216
Author: Fells R 

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 strategicallyNegotiating on behalf of othersCultural differences in negotiationThe 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.

Effective Negotiation 1st Table of contents:

Part I: The Fundamentals of Negotiation

  1. Introduction to Negotiation

    • What is Negotiation?

    • The Importance of Negotiation Skills

    • Types of Negotiations

    • The Key Elements of Effective Negotiation

  2. The Negotiation Process

    • Preparation: The Key to Success

    • The Phases of Negotiation

    • Creating Value vs. Claiming Value

    • Building a Win-Win Relationship

  3. Understanding Interests and Positions

    • Distinguishing Between Interests and Positions

    • Identifying Underlying Interests

    • The Role of Emotions and Perceptions

Part II: Negotiation Strategies and Tactics

  1. Developing a Negotiation Strategy

    • Setting Clear Objectives

    • Mapping Out Your BATNA (Best Alternative to a Negotiated Agreement)

    • Defining Goals and Limits

    • The Power of Anchoring

  2. Effective Communication in Negotiation

    • Verbal and Non-Verbal Communication Skills

    • Active Listening

    • Questioning Techniques

    • Persuasion and Influence

  3. Bargaining Techniques

    • Creating Multiple Options

    • Concessions and Trade-offs

    • Counteroffers and Reaching Agreements

    • The Role of Power in Bargaining

  4. Dealing with Difficult Situations

    • Handling Deadlocks and Impasses

    • Managing Aggressive or Uncooperative Negotiators

    • Keeping Emotions Under Control

    • The Role of Diplomacy in Negotiations

Part III: Advanced Negotiation Concepts

  1. Cultural Differences in Negotiation

    • Understanding Cross-Cultural Communication

    • Negotiating Across Borders

    • Respecting and Adapting to Different Negotiation Styles

    • Globalization and Its Impact on Negotiations

  2. Negotiating in Teams

    • The Dynamics of Team Negotiations

    • Roles within a Negotiating Team

    • Aligning Team Interests and Goals

    • Managing Conflicts within Teams

  3. Negotiating in High-Stakes Situations

    • Crisis and Emergency Negotiations

    • Negotiating in Legal and Political Contexts

    • Ethical Considerations in High-Stakes Negotiations

Part IV: Closing the Deal and Beyond

  1. Concluding the Negotiation

    • Making the Final Offer

    • Negotiation Closing Techniques

    • Writing and Finalizing Agreements

    • Following Up After the Negotiation

  2. Evaluating Negotiation Outcomes

    • Assessing Your Negotiation Performance

    • Reflecting on Strengths and Weaknesses

    • Learning from Past Negotiations

    • Continuous Improvement of Negotiation Skills

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Tags: Fells R, Negotiation