Negotiation ‐ mystic art or identifiable process? Part 1

The range and importance of issues on which managers have to negotiate is increasing. This is the first of two articles based on the experience of running negotiating workshops, both in‐house and at the University of Westminster. Explains the training methodology, which was mainly, but not completely, based on experiential and discovery learning. Identifies process skills as being crucial. Discusses the generic skills that are needed and which can be developed in negotiating workshops.