Succeeding in Negotiation - a Practical Guide

5 Pages Posted: 11 Sep 2006 Last revised: 19 Sep 2008

Date Written: January 9, 2006


Negotiation is a part of our daily routine. Most of us enter into at least two significant negotiation situations daily where positive outcomes are very important for us. Our negotiation partners include colleagues, friends, bosses, business associates, customers and vendors. In all these settings we use a variety of persuasion techniques to get our own way. The majority of the techniques we use tend to be based on intuition, emotion, and reliance on past positive experiences and for the minority of us, as a result of training/education in negotiation skills.

With reference to the above, this paper aims to give busy legal practitioners and business executives a comprehensive and focused competency base in technical negotiation skills. It will target 'business', or 'commercial' activities because other kinds of negotiations can be about emotional or 'political' outcomes predominantly which are outside the scope of this presentation.

Suggested Citation

Lestrade, Dr. Edward, Succeeding in Negotiation - a Practical Guide (January 9, 2006). Available at SSRN: or

Dr. Edward Lestrade (Contact Author)

OIAC ( email )

Thomes Ave
Cheyenne, WY 82001
United States


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