Influencing and negotiating skills: Some research and reflections – Part II: Influencing styles and negotiating skills

Industrial and Commercial Training

Volumn 35, Issue 2, 2003, Pages 60-66

  Manning, Tony ^a   Robertson, Bob ^b  

^a Management Training and Development Consultant at AC Manning   (United Kingdom)

^b Independent Management Education and Training Consultant   (United Kingdom)

Author keywords

Influence; Negotiating; Skills

Indexed keywords

EID: 84986116838     PISSN: 00197858     EISSN: None     Source Type: Journal    
DOI: 10.1108/00197850310463760     Document Type: Article

References (9)

1. Fisher, R., Ury, W. and Patton, B. (1991), Getting to Yes: Negotiating an Agreement Without Giving in, Business Books Limited, Random Century Limited, London.
2. Kennedy, G. (1993), Everything is Negotiable: How to Get the Best Deal Every Time, 2nd ed., Arrow Books, London.
3. Rackham, N. and Carlisle, J. (1978), “The effective negotiator”, Parts 1 and 2, Journal of European Industrial Training, Vol. 2 No. 6/7.
4. Christie, R. and Geis, F. (1970), Studies in Machiavellianism, Academic Press, New York, NY.
5. Falbo, T. (1977), “Multidimensional scaling of power strategies”, Journal of Personality and Social Psychology, Vol. 35 No. 8, August.
6. Kanter, R.M. (1979), “Power failure in management circuits”, Harvard Business Review, July-August, pp. 65-75.
7. Kipnis, D. and Schmidt, S.M. (1988), “Upward-influence styles: relationship with performance evaluations, salary and stress”, Administrative Science Quarterly, Vol. 33, pp. 528-42.
8. Kipnis, D., Schmidt, S.M. and Wilkinson, I. (1980), “Intraorganizational influence tactics: explorations in getting one's way, Journal of Applied Psychology, Vol. 65 No. 4, pp. 440-52.
9. Mullins, J.M. (1996), Management and Organizational Behaviour, 4th ed., Pitman, London.