MANAGEMENT'S PREPARATION FOR NEGOTIATIONS

Management's Preparation for Negotiations (Contract Negotiations)

Management's Preparation for Negotiations

Negotiation Myths

Thompson (2001) dispels four myths associated with the negotiations process. First, good negotiators are not born; they must develop and cultivate their negotiating skills. Second, experience is not necessarily the best teacher. Good negotiating skills are built by obtaining diagnostic feedback as to what worked and what failed in the negotiating process. Third, tough negotiators are not necessarily the most effective negotiators. Although tough negotiators are the stuff of legends, most negotiations can be conducted effectively without resorting to iron-fisted tactics. Fourth, good negotiators rely less on “gut” ...