Book by Ray Fells & Noa Sheer

Effective Negotiation: From Research to Results (4th edition) synthesises the best of negotiation scholarship to provide a negotiation model that is unique in its field.

Negotiations are messy, and this book does not try to oversimplify the process and elements that effect success. It discusses human biases, negotiation contexts, rhetoric, motivators and more.

It is used as a textbook in universities in Australasia, North America and Europe.