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Negotiation is perhaps the most widely applicable tool for resolving conflict. Managers are increasingly involved in negotiating as the level of decision-making comes down and the range of negotiable issues widens. In the property and construction industry the requirement to meet new financial targets has increased competition for scarce resources and sharpened the competitive edge. Partnering, benchmarking and project management and the search for continous measurable improvement all require a structured approach using negotiating skills.
Whilst the central focus of this pack is on negotiation in the property and construction industry, the principles and theory are applicable to negotiation as a social process in any context.
This study pack consists of:
Study paper
Question paper and model answers
Study paper published June 2000
Satisfies up to