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References (2)
-
D. Lax, James Sebenius (1987)
The Manager as Negotiator -
R. Monczka, R. Trent, R. Handfield (1997)
Purchasing and Supply Chain Management
- Publisher
- Emerald Publishing
- Copyright
- Copyright © 2004 Emerald Group Publishing Limited. All rights reserved.
- ISSN
- 0019-7858
- DOI
- 10.1108/00197850410556658
- Publisher site
- See Article on Publisher Site
Abstract
This paper explores commercial negotiation skills in the context of the buying/selling dynamics using the writer's experience as a Lead Negotiator. Planning, conducting and analysing the outcomes of commercial negotiations are key elements of successful business. Developing the skills of commercial negotiation is a demanding, valuable and often personally challenging task. The outcomes of commercial negotiation are often difficult to assess; such as the impact on the short‐ and long‐term buyer/seller relationship and the negotiator's personal and organizational development, hence the need to identify, understand and develop commercial negotiation skills. Commercial negotiation is explored from three perspectives; process, the respective parties' objectives and bargaining. The need for planning, the foundation of any process, in a commercial negotiation is detailed. A typology of techniques of persuasion is introduced and briefly explained.
Journal
Industrial and Commercial Training – Emerald Publishing
Published: Oct 1, 2004
Keywords: Negotiating; Business planning; Skills