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Negotiation ‐ mystic art or identifiable process? Part 1

W. David Rees (Independent consultant based in London who researches and advises on general management skills. He is also on the ACAS panel of independent arbitrators. He can be contacted by phone or fax on 0171 723 3803)
Christine Porter (Head of the Human Resource Management subject area at the University of Westminster’s Business School. She can be contacted by phone on 0171 911 5000 (Ext. 3358) or by e‐mail at porterc1@wmin.ac.uk)

Industrial and Commercial Training

ISSN: 0019-7858

Article publication date: 1 June 1997

1608

Abstract

The range and importance of issues on which managers have to negotiate is increasing. This is the first of two articles based on the experience of running negotiating workshops, both in‐house and at the University of Westminster. Explains the training methodology, which was mainly, but not completely, based on experiential and discovery learning. Identifies process skills as being crucial. Discusses the generic skills that are needed and which can be developed in negotiating workshops.

Keywords

Citation

Rees, W.D. and Porter, C. (1997), "Negotiation ‐ mystic art or identifiable process? Part 1", Industrial and Commercial Training, Vol. 29 No. 3, pp. 65-69. https://doi.org/10.1108/00197859710165047

Publisher

:

MCB UP Ltd

Copyright © 1997, MCB UP Limited

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