Commercial negotiation skills

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Industrial and Commercial Training

ISSN: 0019-7858

Online from: 1969

Subject Area: Learning and Development

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Document Information:
Title:	Commercial negotiation skills
Author(s):	Stephen Ashcroft, (Business Consultant at Brian Farrington Ltd, England, UK)
Citation:	Stephen Ashcroft, (2004) "Commercial negotiation skills", Industrial and Commercial Training, Vol. 36 Iss: 6, pp.229 - 233
Keywords:	Business planning, Negotiating, Skills
Article type:	Conceptual Paper
DOI:	10.1108/00197850410556658 (Permanent URL)
Publisher:	Emerald Group Publishing Limited
Abstract:	This paper explores commercial negotiation skills in the context of the buying/selling dynamics using the writer's experience as a Lead Negotiator. Planning, conducting and analysing the outcomes of commercial negotiations are key elements of successful business. Developing the skills of commercial negotiation is a demanding, valuable and often personally challenging task. The outcomes of commercial negotiation are often difficult to assess; such as the impact on the short- and long-term buyer/seller relationship and the negotiator's personal and organizational development, hence the need to identify, understand and develop commercial negotiation skills. Commercial negotiation is explored from three perspectives; process, the respective parties' objectives and bargaining. The need for planning, the foundation of any process, in a commercial negotiation is detailed. A typology of techniques of persuasion is introduced and briefly explained.