CHAPTER 8: NEGOTIATION SKILLS
In this chapter, we look at why negotiation skills are an important element of influencing, the different approaches you can take when you negotiate and their impact, as well as tips for successful negotiation.
Carol has identified that she can potentially form a coalition with HR to gain support for the programme. She gains permission from her manager to meet with the HR director before her presentation to negotiate for his support.
There will undoubtedly be times when negotiation is called for. Baroness Karren Brady, the ‘first lady of football’, took up the role of managing director at Birmingham City Football Club in 1993 when she was 23, turning round a run-down club by changing the philosophy of the business. ...
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