Consulting On Negotiation: Teaching Business Students Basic Techniques
http://dx.doi.org/10.1177/1080569909340628
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  peer-reviewed

Layng, Jacqueline M.
Business Communication Quarterly
2009

Abstract:

My experience as a consultant has provided a wealth of information and ideas that I often share with my college students. Perhaps the most important skill I have honed has been the ability to negotiate deals and contracts. No other factor has had such a direct impact on the success of my consulting business. The art of negotiation is understood by few people or regularly utilized, and yet most people negotiate several times a day. Each time a person buys a product or service, an internal as well as external negotiation occurs. We barter professionally, personally, and psychologically with little or no thought of improving this much-needed skill.