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Volume 16, Issue 3
1 March 1997
This article was originally published in
Equal Opportunities International
Equal Opportunities International Cover Image for Volume 16, Issue 3
Review Article| March 01 1997

Negotiate Better Deals

Richard Dobbins;
Richard Dobbins
Management Consultant. He qualified as a Certified Accountant in 1968 after several years experience in professional offices, industry and public service..
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Barrie O. Pettman
Barrie O. Pettman
Management Consultant, Registrar and Professor of Human Resource Management at the International Management Centres, Director of the International Institute of Social Economics, Chairman of MCB University Press, and a Visiting Professor at the Canadian School of Management.
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Author & Article Information
Publisher: Emerald Publishing
Online ISSN: 1758-7093
Print ISSN: 0261-0159
© MCB UP Limited
1997
Equal Opportunities International (1997) 16 (3): 13–25.
https://doi.org/10.1108/eb010684

Serious negotiation begins when two parties are prepared to make an exchange for mutual advantage. Company A has something to offer Company B which Company B values more than Company A. Likewise, Company B has something to offer Company A which Company A values more than Company B. Reciprocation is possible. A successful negotiation can lead to the improvement in the conditions of both parties. There are usually five phases in any negotiation.

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© MCB UP Limited
1997
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