The various pressures that managers are under to accept ready‐made solutions to problems that they face are identified. However, if the causes of the problems are not carefully diagnosed in the first instance it can be a matter of luck whether the solutions work or are actually...

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...