Thank you for your patience while we take care of your request!
Negotiation training is very much in vogue. Public, private and not-for-profit organizations are investing heavily in both in-house and externally delivered negotiation training. Even a modest improvement in the negotiating capabilities of senior managers can translate into dramatic increases in profitability or organizational effectiveness. Much of what passes for negotiation training, however, is not based on the substantial body of theoretical knowledge compiled over the past few decades. In particular, too much attention is being paid to building individual skills and not enough to the organizational demands that tend to thwart even the most experienced negotiators. This article discusses the advantage of training negotiation in organizations. Written by Lawrence Susskind.