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New guidance on work-related stress
In: Industrial and Commercial Training 31 (1999) 1
Persistent link: https://www.econbiz.de/10014757196
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Influencing and negotiating skills: some research and reflections – Part I: influencing strategies and styles
Manning, Tony; Robertson, Bob - In: Industrial and Commercial Training 35 (2003) 1, pp. 11-15
Examines the connection between influencing and negotiation. Using data collected from self‐assessment instruments developed by them, the authors argue that it is useful to see negotiation as one type of influencing. The article is in two parts. This first part concentrates on influencing. It...
Persistent link: https://www.econbiz.de/10014755042
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Influencing and negotiating skills: some research and reflections – Part II: influencing styles and negotiating skills
Manning, Tony; Robertson, Bob - In: Industrial and Commercial Training 35 (2003) 2, pp. 60-66
influencing strategies and styles. This second part considers negotiating skills and highlights the relationship between them and …
Persistent link: https://www.econbiz.de/10014755051
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The importance of people skills for project managers
Cowie, George - In: Industrial and Commercial Training 35 (2003) 6, pp. 256-258
management is an important skill for businesses to have – particularly companies whose business rests on delivering projects …. Often project managers are trained in the technical aspects of project management such as setting objectives; critical path … analysis; work breakdown structures; resource allocation and risk management. However, the success of a project often rests on …
Persistent link: https://www.econbiz.de/10014755081
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Influencing, negotiating skills and conflict‐handling: some additional research and reflections
Manning, Tony; Robertson, Bob - In: Industrial and Commercial Training 36 (2004) 3, pp. 104-109
This paper examines the connection between influencing, negotiation and conflict‐handling. Using newly gathered data, it develops earlier articles on the relationships between negotiation and influencing by linking them to the associated area of conflict‐handling. The new data confirm the...
Persistent link: https://www.econbiz.de/10014755111
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Commercial negotiation skills
Ashcroft, Stephen - In: Industrial and Commercial Training 36 (2004) 6, pp. 229-233
This paper explores commercial negotiation skills in the context of the buying/selling dynamics using the writer's experience as a Lead Negotiator. Planning, conducting and analysing the outcomes of commercial negotiations are key elements of successful business. Developing the skills of...
Persistent link: https://www.econbiz.de/10014755137
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Executing profitable sales negotiations: selling value, not price
D'Andrea, Ron - In: Industrial and Commercial Training 37 (2005) 1, pp. 18-24
Purpose – To identify the keys to executing profitable sales negotiations based on analysis of the negotiation approaches of high‐performing salespeople. Design/methodology/approach – BayGroup International (a leading global sales consultancy) conducted a research study involving 2,000...
Persistent link: https://www.econbiz.de/10014755154
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Time to take negotiation seriously
Gates, Steve - In: Industrial and Commercial Training 38 (2006) 5, pp. 238-241
Purpose – The aim of this paper is to provide an overview of the skills needed for successful negotiations. It seeks to identify the benefits of training key staff in negotiations skills, including the difference it can make to a company's bottom line. It also aims to look at the risks to...
Persistent link: https://www.econbiz.de/10014755253
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The influence of culture on international business negotiations
Hurn, Brian J. - In: Industrial and Commercial Training 39 (2007) 7, pp. 354-360
Purpose – The purpose of this paper is to examine the importance of the effect of culture when negotiating in an …. Originality/value – The paper shows that there is relatively little literature on negotiating across cultures, although the … and joint ventures, showing advice on negotiating across cultures will assume increasing importance.  …
Persistent link: https://www.econbiz.de/10014755334
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Soft leadership: a new direction to leadership
Rao, M.S. - In: Industrial and Commercial Training 45 (2013) 3, pp. 143-149
11 C's that collectively constitute soft leadership is a unique concept. Globally renowned management guru, Dave Ulrich …
Persistent link: https://www.econbiz.de/10014755650