New book by Ray Fells and Noa Sheer
Ray Fell's book Effective Negotiation From Research to Results is a monumental scholarly resource in the field of negotiation. Ray has invited Sheer Negotiations founder Noa to coauthor the new edition of this book, now taught in universities around the world, and serving academics and practitioners alike.
Effective Negotiation is published by Cambridge University Press and thematically covers the academic research in negotiation to provide evidence-based advice for negotiators in business. The book draws on Ray and Noa's research and their own experience with practitioners.
Key features:
Encourages a stage model of negotiation, where distributive and integrative negotiations are sub-processes
Clear links between research and practice, reinforced by appropriate well researched case studies
Includes an accompanying website for instructors
Table of Contents
1. Why isn’t negotiation straightforward?
2. Negotiators are people, not robots
3. Establishing what can be achieved by negotiating
4. Strategically managing the negotiation process
5. Differentiation: managing the exchange of information
6. Exploration: finding a better outcome
7. Exchange: getting the other party to agree
8. Strategically managing deadlocks
9. Overcoming deadlocks through mediation
10. Negotiation in practice: negotiators building bridges on behalf of others
11. Negotiation in practice: managing negotiations in the workplace
12. Negotiation in practice: managing business negotiations
13. Cross-cultural negotiations: much the same but different
14. Conclusion: becoming an effective negotiator
Ray is a dominant scholar in the field of negotiation research. Prior to becoming an academic Ray gained experience in employment and industrial relations matters in the United Kingdom, 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. He is engaged in teaching and research activities within the Business School as well as teaching negotiation in MBA programs at other business schools, both in Australia and Europe.
