Influencing and negotiating skills: Some research and reflections – Part I: Influencing strategies and styles

Industrial and Commercial Training

Volumn 35, Issue 1, 2003, Pages 11-15

  Manning, Tony ^a   Robertson, Bob ^b  

^a Independent Management Training and Development Consultant   (United States)

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

Author keywords

Influence; Negotiating; Strategy

Indexed keywords

EID: 84986135440     PISSN: 00197858     EISSN: None     Source Type: Journal    
DOI: 10.1108/00197850310458180     Document Type: Article

References (7)

1. Falbo, T. (1977), “Multidimensional scaling of power strategies”, Journal of Personality and Social Psychology, Vol. 35 No. 8, August.
2. Kanter, R.M. (1979), “Power failure in management circuits”, Harvard Business Review, July-August, pp. 65-75.
3. Kennedy, G. (1993), Everything is Negotiable: How to Get the Best Deal Every Time, 2nd ed., Arrow Books, London.
4. 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.
5. Mullins, J.M. (1996), Management and Organizational Behaviour, 4th ed., Pitman, London.
6. 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.
7. Rackham, N. and Carlisle, J. (1978), “The effective negotiator, parts 1 & 2”, Journal of European Industrial Training, Vol. 2 Nos 6 and 7.