Abstract
This chapter provides you with the opportunity to experience planning and carrying out negotiations. In this case, the negotiation is between a waste management company and a potential banker. It is a group exercise, and the tutor will assign various roles in the two organisations to members of each group. You will find it helpful to have some knowledge of the basic financial issues faced by companies, but you will not require a detailed knowledge of banking and accountancy to conduct the role play successfully.
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Further Reading
Fisher, R. and Ury, W. (1981) Getting to Yes. Hutchinson, London.
Fisher, R., Kopelman, E. and Kupier Schneider, A. (1994) Beyond Machiavelli: Tools for Coping with Conflict. Harvard University Press, Cambridge, MA.
Neale, M.A. and Bazerman, M.H. (1991) Cognition and Rationality in Negotation. Free Press, London.
Rackham, N. and Carlisle, J. (1978) The effective negotiator, parts 1 and 2, Journal of European Industrial Training 2: 2–10.
Raiffa, H. (1985) The Art and Science of Negotiation. Belknap Press, Cambridge, MA.
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© 1999 Linda Marsh and Peter Belsey
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Marsh, L., Belsey, P. (1999). Negotiating. In: The Experience of Managing. Palgrave Macmillan, London. https://doi.org/10.1007/978-1-349-27328-7_19
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DOI: https://doi.org/10.1007/978-1-349-27328-7_19
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-0-333-71416-4
Online ISBN: 978-1-349-27328-7
eBook Packages: Palgrave Business & Management CollectionBusiness and Management (R0)