Addresses the essential elements of negotiation, including thorough preparation, understanding the stages of negotiation, creating the momentum of movement and dealing with the other party's position. The case studies are BT negotiating with Hogg Robinson Travel; Pet Plan negotiating with Lloyd's of London; and Liverpool City Council negotiating with the GMB trade union. A studio discussion (14 mins.), chaired by Andrew Neil, features Gerald Atkinson, a visiting tutor at Henley Management College, Heather Rabbatts, Chief Executive, London Borough of Merton and Tony Shepherd, Principal Industrial Relations Officer, ACAS.
Cast & Credits