Influencing and negotiating skills: some research and reflections – Part II: influencing styles and negotiating skills

Examines the connection between influencing and negotiation. Using data collected from self‐assessment instruments developed by them, the authors argue that it is useful to see negotiation as one type of influencing. Effective negotiation can be seen in terms of the use of particular influencing strategies. The article is in two parts. Part I examined influencing strategies and styles. This second part considers negotiating skills and highlights the relationship between them and influencing styles. The findings raise questions about training in these areas and have implications for how this is undertaken. They also raise questions about what constitutes managerial effectiveness in these areas.