TY  - JOUR
AB  - We are negotiating all the time: with customers, suppliers, trade
unions, our family ‐ indeed, all with whom we come into contact. In
business, in particular, negotiation needs management. There are said to
be eight stages in negotiation: prepare, argue, signal, propose, present
the package, bargain, close and agree. At the proposal stage one must be
clear about what one must achieve, what one intends to achieve,
and what one would like to achieve. The approach to constructive and
competitive negotiation, the role of consultation, how to cope with
deadlock and conflict, cross‐cultural negotiation, and the art of
compromise are reviewed. The development and use of teams in negotiation
is also an important factor, needing careful assessment. Negotiation
will nearly always involve conflict, but steps must be taken to ensure
that the participants remain on friendly terms.
VL  - 6
IS  - 4
SN  - 0268-3946
DO  - 10.1108/EUM0000000001732
UR  - https://doi.org/10.1108/EUM0000000001732
AU  - Kharbanda Om P.
AU  - Stallworthy Ernest A.
PY  - 1991
Y1  - 1991/01/01
TI  - NEGOTIATION: AN ESSENTIAL MANAGEMENT SKILL
T2  - Journal of Managerial Psychology
PB  - MCB UP Ltd
SP  - 2
EP  - 52
Y2  - 2024/04/26
ER  -