Negotiation as a Corporate Capability (Part I of II)
- Topics:
- Negotiation,
- Sales Training
- Source:
- Calum Coburn Associates
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Overview: Most books written on the subject of negotiation starts off with a reference London, Birmingham, Manchester to negotiation being an activity that all the people participate in whether one is aware of it or not. It is generally accepted that one cannot necessarily determine whether one wants to negotiate or not, but rather that one can only decide how well one would like to negotiate. Historically, and rather unfortunately, most of the focus in the development of negotiation skills competency has centered on the interpersonal dimensions of negotiations. Whilst this is certainly a key component of negotiation success, it is unfortunately just that - a key component and hardly a representation of the full negotiation picture.
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