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...

Looks at the sequel to the article about running negotiating workshops for managers. Explains relevant theory and the practice of negotiations. Issues include the context of negotiations, offers and counter‐offers, avoidance of deadlock, the use of third parties and “back channels”,...