Negotiate Better Deals
Richard Dobbins
(Management Consultant. He qualified as a Certified Accountant in 1968 after several years experience in professional offices, industry and public service..)
Barrie O. Pettman
(Management Consultant, Registrar and Professor of Human Resource Management at the International Management Centres, Director of the International Institute of Social Economics, Chairman of MCB University Press, and a Visiting Professor at the Canadian School of Management. )
525
Abstract
Serious negotiation begins when two parties are prepared to make an exchange for mutual advantage. Company A has something to offer Company B which Company B values more than Company A. Likewise, Company B has something to offer Company A which Company A values more than Company B. Reciprocation is possible. A successful negotiation can lead to the improvement in the conditions of both parties. There are usually five phases in any negotiation.
Citation
Dobbins, R. and Pettman, B.O. (1997), "Negotiate Better Deals", Equal Opportunities International, Vol. 16 No. 3, pp. 13-25. https://doi.org/10.1108/eb010684
Publisher
:MCB UP Ltd
Copyright © 1997, MCB UP Limited