Tag: Alan Fowler
Six step negotiation pattern
Yesterday, we looked at what negotiation is and what considerations, managers need to take Remember – what are the real issues and who needs to be involved? Here is a six stage pattern (again based on Alan Fowler’s book “Negotation skills & strategies”) 1. The parties start by agreeing what the discussion is about. How [...]
What is negotiation
What is negotiation? Many of us spend much of the day negotiating without realising it. Here are some examples. A manager or worker from a different department requests that they are allowed to jump the queue. A customer wants additional credit terms for buying a larger item than usual Your children want extra pocket money [...]
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