Training in negotiating skills

Abstract

The negotiating process is of considerable significance in industrial situations, helping to develop understanding, agreeing terms and conditions of employment, accommodating conflicting interests, resolving conflict situations, developing procedures and structures for jointly dealing with the various types of problems arising in the industrial situation; resulting in an improved working climate, greater productivity, and more effective use of resources.

Citation

Williams, J. and Rolfe, B. (1976), "Training in negotiating skills", Education + Training, Vol. 18 No. 10, pp. 297-300. https://doi.org/10.1108/eb001941