Negotiation in property management – 3: techniques and tactics

Abstract

Discusses how the various stages in the negotiation process can be completed to give a fair chance of success. Lists these stages as: discussion, signalling, proposing, packaging, bargaining, closing, and agreeing. Concludes that the structure of negotiations is consistent, and that the two steps to becoming a successful negotiator are, first, understanding the stages, and second, acquiring the necessary practical skills.

Citation

Sadler, M. (1989), "Negotiation in property management – 3: techniques and tactics", Property Management, Vol. 7 No. 2, pp. 130-136. https://doi.org/10.1108/EUM0000000003322