KEY ELEMENTS OF NEGOTIATION – RELATIONSHIPS

Too often, people believe that negotiation is all about doing the deal and nothing else – that a negotiation is successfully completed once we have made an agreement, and/or signed a contract to formalise that agreement – however, the deal is never done unless we establish and preserve the working relationships needed to perform the […]

KEY ELEMENTS OF NEGOTIATION – COMMUNICATION

COMMUNICATION ‘Without Communication there is no negotiation’ (Fisher, Ury and Patton:1981). Our ability to negotiate effectively depends upon the level of our communication (interpersonal) skills. Speak to be understood – unfortunately, people often speak to be heard and/or impress rather than to be understood. At times the emphasis on getting the message across or playing to the […]