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Negotiation is a mix of deliberate process and skillful verbal behaviour

How to negotiate effectively

Published in ILM

Successful negotiation, whether for a massive sale, settlement of an industrial dispute, or agreement of commonplace but important workplace issues, is a careful mix of deliberate process and skillful verbal behaviour. Both are rooted in best practice, and both can be learned.

In an article David shares a few quick insights into:

  • preparation and planning before a negotiation
  • power in a negotiation
  • having a fallback position
  • avoiding counter proposals
  • sharing your feeling with the opposite side
  • argument dilution.
View article
Related download
Improve your Corporate Negotiation Performance 

Download our benchmark study of some of the world’s largest organisations. Discover their top ten factors for negotiation success. This report is important reading for anyone evaluating their company's negotiation capability and / or considering a skills improvement programme.

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Further reading

Are your people negotiating or concession making?
By Huthwaite International | October 21, 2015

Are counter proposals a viable negotiation technique?
By Dr Janet Curran | March 4, 2015

How to break negotiation deadlock
By Neil Clothier | September 27, 2017