Ask The Expert: Is negotiation dead?
Author: Chris Halward, Tim Cummins
Is negotiation dead? There is growing evidence that traditional approaches to business negotiations fail to generate the best results. Alternative methods are increasingly being used - methods that require far more sophistication in supplier selection and far greater collaboration in structuring the performance relationship. 'Negotiators' become 'facilitators'. But how extensive will these new methods become and what changes in skills, resources and approach do they require?
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