ABSTRACT
This is a very practical chapter that may appear to deal with an everyday or mundane subject, but which in fact is an important corollary of having good insights and being able to communicate effectively.
Professionals may need to negotiate with clients, colleagues, co-workers or others; but there is a fundamental question at the outset: are all issues negotiable, and when is it inappropriate or impracticable even to start negotiations?
The chapter goes on to explore different negotiation approaches, in particular interest-based cooperative negotiation, or a competitive approach – or one that reconciles these different models.
Professionals should have an understanding of some of the practicalities of negotiation including preparation, design and set-up and the “negotiation dance”. In particular, should one start the negotiations, which can allow for “anchoring”, and how best might one continue?
Some psychological aspects of negotiation are considered, including the relevance of emotions, perceptions, culture and gender, personality traits and the “myth of rationality”.
