Strategies for successful interpersonal negotiating

Human resources managers frequently find themselves in positions in which they must negotiate--with applicants, employees, subordinates, superiors, or peers. It is important, therefore, that they know the techniques that will enable them to wind up in an win/win situation. Authors Colette A. Frayne, doctoral candidate at the University of Washington, and Phillip L. Hunsaker, professor of management and director of management programs at the University of San Diego, spell out techniques to be used before, during, and after negotiations to reach the best possible solution for both sides.