Ray Fells

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 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, Eff

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 requi

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

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 busines