Journal of European Industrial Training: Volume 2 Issue 7

The Effective Negotiator — Part 2: Planning for Negotiations

Neil Rackham, John Carlisle

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…

Management Development and Organisation Theory

Graeme Salaman

At first sight this topic brings to mind Sherlock Holmes's remark about the dog that didn't bark in the night — the most striking thing about the relationship between management…

Should We Do Some Joint Training?: Part 2 — A Joint Training Strategy in Practice

Peter Smith, Malcolm Leary

In the first article in this series we defined joint training; explained why it may be appropriate in industrial relations training, particularly as a problem‐solving approach…

Applying Psychological Research to Training Practice

Ivan Robertson

Industrial training draws ideas from many diverse disciplines and attempts to use them in a practical way. One of these underlying disciplines is psychology, but the trainer who…

Retirement: The Bonus Years?

W.E. Beveridge

There is a noticeable increase in the number of work organisations which are engaging in attempts to help their employees approaching retirement to prepare themselves for this new…

The Use of Instruments in International Training

E. Bruce Peters, Gordon L. Lippitt

Confronted with cross‐cultural training the authors have used data collection instruments for flexibility and adaptability and to bridge the cultural and language gap. The frame…