'How to Get the Results You Want' - Business Voice magazine

Negotiation is one of those soft or human skills that is often overlooked or underestimated. The ability to understand negotiation and the skills required to execute it effectively, require an in-depth look at the process itself.

Martin Dodds, a senior training consultant with TACK, believes negotiation requires a healthy balance of skills such as selling, presenting and listening. He offers guidance in the form of a five-stage process and provides invaluable further advice to perfect the fine art of negotiation.

• Prelude
• Initial stance
• Trading of concessions
• Compromise
• The follow-up
• Further advice

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