This is the first article in a two-part series on developing effective negotiation skills.
“Plans are nothing. Planning is everything.” — President Dwight D. Eisenhower
Negotiations are at the heart of our daily interactions. The ability to negotiate effectively may have never been so important as during the COVID pandemic. Whether re-negotiating business deals with vendors, landlords, employees or shareholders (including family members), the COVID pandemic has presented challenges and opportunities for retail owners to thrive by being creative and strategic in negotiation planning and execution. This first of two articles will focus on preparing for successful negotiations. The second article will focus on strategies for effective negotiation meetings. While this article focuses on negotiating with family business stakeholders, the strategies apply to all stakeholders in the retailing realm.
Wittmeyer, Carol and Kunsch, David (2020). "Planning Steps for Negotiations: An Important Strategy to Maximize Success." Shoe Retailing Today .
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