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Negotiate Better Deals

Richard Dobbins, Barrie O. Pettman

Equal Opportunities International

ISSN: 0261-0159

Article publication date: 1 March 1997

536

Abstract

Serious negotiation begins when two parties are prepared to make an exchange for mutual advantage. Company A has something to offer Company B which Company B values more than Company A. Likewise, Company B has something to offer Company A which Company A values more than Company B. Reciprocation is possible. A successful negotiation can lead to the improvement in the conditions of both parties. There are usually five phases in any negotiation.

Citation

Dobbins, R. and Pettman, B.O. (1997), "Negotiate Better Deals", Equal Opportunities International, Vol. 16 No. 3, pp. 13-25. https://doi.org/10.1108/eb010684

Publisher

:

MCB UP Ltd

Copyright © 1997, MCB UP Limited

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