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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


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.


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.




Copyright © 1978, MCB UP Limited