To read the full version of this content please select one of the options below:

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)

Journal of European Industrial Training

ISSN: 0309-0590

Article publication date: 1 July 1978

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