The Effective Negotiator — Part 2: Planning for Negotiations
Neil Rackham
(Managing Director of Huthwaite Research Group and a ng international consultant and researcher)
John Carlisle
(Consultant with the Huthwaite Research Group)
2514
Abstract
A. Introduction 1. Resumé In our first article we presented a case for using behaviour analysis as a method of differentiating between successful and average negotiators. Our findings about the successful negotiator's behaviour during a negotiation are summarised below.
Citation
Rackham, N. and Carlisle, J. (1978), "The Effective Negotiator — Part 2: Planning for Negotiations", Journal of European Industrial Training, Vol. 2 No. 7, pp. 2-5. https://doi.org/10.1108/eb002302
Publisher
:MCB UP Ltd
Copyright © 1978, MCB UP Limited