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Abstract

Extract:

This is the second and concluding part of an earlier article examining the behaviour patterns of ‘superior’ negotiators. A ‘superior negotiator’ is defined as an individual who consistently achieves better results than their opposing or comparative party. This article is an examination of empirical surveys conducted by Neil Rackham and his writings on this topic. Rackham compared the behaviour of 102 labour negotiators and isolated a series of distinct behavioural activities that were utilised by superior negotiators. Part 1 of the article (which appeared in (2001) 4(10) ADR at 141) commented on the behaviour of these negotiators in the pre-negotiation stage and identified five distinct behaviour patterns. This second and concluding part of that article comments on Rackham’s further finding of eight behavioural characteristics, both during the actual negotiations, and at the conclusion of the negotiation.

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