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The Effective Negotiator — Part I: The Behaviour of Successful Negotiators

Neil Rackham (Neil Rackham is a Managing Director of Huthwaite Research Group and a leading international consultant and researcher)
John Carlisle (John Carlisle is a consultant with the Huthwaite Research Group)

Journal of European Industrial Training

ISSN: 0309-0590

Article publication date: 1 June 1978



Very few studies have investigated what actually goes on face‐to‐face during a negotiation. Two reasons account for this lack of published research. Firstly, real negotiators are understandably reluctant to let a researcher watch them at work. Such research requires the consent of both negotiating parties and constitutes a constraint on a delicate situation. The second reason for the poverty of research in this area is lack of methodology. Until recently there were few techniques available which allowed an observer to collect data on the behaviour of negotiators without the use of cumbersome and unacceptable methods such as questionnaires.


Rackham, N. and Carlisle, J. (1978), "The Effective Negotiator — Part I: The Behaviour of Successful Negotiators", Journal of European Industrial Training, Vol. 2 No. 6, pp. 6-11.




Copyright © 1978, MCB UP Limited

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