ABSTRACT
There are various approaches to negotiating. This chapter assumes that using force or ‘tricks’ to get agreement is not good practice. We may need to work again with those with whom we negotiate, the organisation we represent may need to maintain goodwill or an ethical reputation, and our behaviour influences that of others. Force or ‘tricks’ can include bullying or pressurising (eg i f you don’t agree then...’), use of emotion (eg ‘I ’ve struggled here on this broken leg, the least you could do is../) , ‘brinkmanship’, ‘divide and rule’, or ‘deliberate misunderstanding’ (Steel, Murphy, Russill 1989 - the examples are our own).
