Negotiation Skills Training—Part 2

Abstract

The first article (See JEIT Vol. 1 No. 4) introduced the concept of negotiation and explored the sub‐processes involved in this complex area of behaviour. This second article looks into the nature of conflict and traces the origins of conflict situations. The effects of conflict upon communications are considered and the related concepts of power and trust are discussed with reference to the negotiating process.

Citation

Pedler, M. (1977), "Negotiation Skills Training—Part 2", Journal of European Industrial Training, Vol. 1 No. 5, pp. 12-16. https://doi.org/10.1108/eb002276