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Commercial negotiation skills

Stephen Ashcroft (Business Consultant at Brian Farrington Ltd, England, UK)

Industrial and Commercial Training

ISSN: 0019-7858

Article publication date: 1 October 2004



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.



Ashcroft, S. (2004), "Commercial negotiation skills", Industrial and Commercial Training, Vol. 36 No. 6, pp. 229-233.



Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited

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