Commercial negotiation skills

Author:

Ashcroft Stephen

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.

Publisher

Emerald

Subject

Organizational Behavior and Human Resource Management,General Business, Management and Accounting,Education

Reference5 articles.

1. Farrington, B. and Waters, D.W.F (1994), Managing Purchasing, Chapman and Hall, London.

2. Karass, C.L. (1974), Give and Take, Crowell, New York, NY.

3. Lax, D.A. and Sebenius, J.K. (1986), The Manager as Negotiator, Free Press, Macmillan, New York, NY.

4. Lysons, K. and Gillingham, M. (2003), Purchasing and Supply Chain Management, 6th ed., Prentice‐Hall.

5. Monezka, R., Trent, R. and Handfield, R. (2002), Purchasing and Supply Chain Management, 2nd ed., South Western Thomson Learning, Ohio.

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