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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 … area of conflict‐handling. The new data confirm the authors' view that negotiation is best seen as an aspect of influencing … and that, although both are associated with conflict‐handling, they go beyond this. The new findings reinforce concerns …

Persistent link: https://www.econbiz.de/10014755111

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

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

The importance of people skills for project managers

Cowie, George - In: Industrial and Commercial Training 35 (2003) 6, pp. 256-258

This article demonstrates how project managers can achieve greater success if trained in people skills. Project 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...

Persistent link: https://www.econbiz.de/10014755081

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

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

Time to take negotiation seriously

Gates, Steve - In: Industrial and Commercial Training 38 (2006) 5, pp. 238-241

, including sales and buying teams, Human Resources staff and senior managers and directors. It will be of value in helping them …

Persistent link: https://www.econbiz.de/10014755253

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

Soft leadership: a new direction to leadership

Rao, M.S. - In: Industrial and Commercial Training 45 (2013) 3, pp. 143-149

Purpose – The purpose of this paper is to explore a new leadership style – “soft leadership” – which is needed in a interconnected, global, and technocratic world. Design/methodology/approach – This paper is a combination of research into a new leadership style with a question and...

Persistent link: https://www.econbiz.de/10014755650

CRAFT INTEGRATION AND FLEXIBLE WORK PRACTICES: TRAINING IMPLICATIONS

Gunnigle, Patrick; Daly, Alan - In: Industrial and Commercial Training 24 (1992) 10

Evaluates an attempt to increase numerical and (particularly) functional flexibility in a large chemical processing plant in the Republic of Ireland. Additionally, focuses on the training implications of managerial initiatives to introduce flexible working arrangements. The case evidence is...

Persistent link: https://www.econbiz.de/10014755758