Future negotiating skills: a development issue?

David Bright

doi:10.1016/S0016-3287(00)00098-7

Future negotiating skills: a development issue?

2001-08-01

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DOI：10.1016/S0016-3287(00)00098-7

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This paper examines some critical implications for those managers wishing to be effective negotiators in the future. It draws on the findings of two recent research projects conducted by the authors. These projects focus on the contribution of language to good negotiating practice and, in particular, to intended Win-Win outcomes. From the findings set out, it is argued that negotiators often pay an insufficient amount of attention to an appreciation of language-related influences in the negotiating process. It is contended that this lack of attention also extends to the typical training provided for managers in all types of organisations. It concludes with the view that meta language and other language forms need to be given considerably more attention if managers are to be able to behave effectively in the increasingly crucial field of negotiating. (C) 2001 Elsevier Science Ltd. All rights reserved.

Future negotiating skills: a development issue?

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