Negotiation in property management – 2

Abstract

Discusses the steps taken prior to face‐to‐face contact between the negotiating parties, from strategic considerations to the planning and preparation involved in reaching a satisfactory agreement. Concludes that a well‐planned negotiating strategy involves: prioritized objectives, accurate assessment of the other parties, consequences of non‐agreement, and an appreciation of the tactics of bargaining.

Citation

Sadler, M. (1989), "Negotiation in property management – 2", Property Management, Vol. 7 No. 1, pp. 13-18. https://doi.org/10.1108/EUM0000000003313