Effective negotiation : from research to results / Ray Fells

Author(s): Fells, R. E. (Ray E.)
Location:
Retrieving Holdings Information
Subjects: Negotiation in business
Formats: Print
Material Type: Books
Language: English
Audience: Unspecified
Published: Cambridge [England] ; New York : Cambridge University Press, 2010
LC Classification: H, HD
Physical Description: vii, 239 p. : ill. ; 23 cm
Table of Contents: 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
The outcome 101
7. Exploring options 104
The issue dimension 106
The process dimension 108
The action dimension 111
The outcome 115
8. The end-game exchange 118
Exchanging offers 118
The issue dimension 120
The process dimension 122
The action dimension 126
The outcome 127
9. Negotiating on behalf of others 132
The structure of constituency negotiations 132
The effect of constituency on the process 140
The practical implications for the representative 143
10. Cross-cultural negotiations 148
How do cultures differ? 149
Managing a cross-cultural negotiation 160
Some practical implications 168
Conclusions 171
App. 1. A preparation checklist 173
App. 2. A negotiation review checklist 174
App. 3. Self-reflection tools 175
App. 4. The Strategy Framework 178
App. 5. The Nullarbor Model 179
App. 6. Managing competitiveness 185
App. 7. Managing workplace negotiations 193
App. 8. Managing a business negotiation 202
App. 9. A culture checklist 210
References 214
Index 229
Notes: ISBN: 9780521735216 (pbk.)
ISBN: 0521735211 (pbk.)
Includes bibliographical references (p. 214-228) and index
OCLC Number: 444404043
ISBN/ISSN: 9780521735216
0521735211