This article on the effective negotiator is based on a series of intensive training ventures in negotiation over the last three and a half years, which are the culmination of a process beginning in 1972 with Neil Rackham's experiences in Controlled Pace Negotiation exercises. We have now trained negotiators in a dozen countries, especially in the last three years. Most of this training has been in the area of contract negotiating, although we have also run some specific in‐company industrial relations programmes. Some evaluation of this training is now available and will be discussed briefly at the end of this article, after we have outlined our approach.
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