\r\n On the 20th of February 1995 I was attending a module on Negotiation Skills as part of my Bar Vocational Course in London. To this day the thing I remember the most clearly from those nine months of classes was that there are two style of negotiation: combative and cooperative. A combative approach, our tutor said, may be appropriate in certain circumstances, but inevitably it is cooperation that leads to negotiated settlements. Seventeen years later (and having recruited commercial managers for the last ten years), what strikes me is that commercial managers thrive by “making it personal”. Prospering in the grey areas as you are obliged to do, the mere locking of two commercial managers in a room with a deadline will normally result in cooperation, mutual compromise and a deal being struck.
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\r\n Simon Rowley, Director of Rowley Bateman, UK
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