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How Organisations Negotiate

We often find ourselves negotiating with both people and their organisations. Like it or not, organisations and their culture are part of our negotiation landscape. It appears that the modern organisation has taken on many of the characteristics of George Orwell’s ‘Big Brother’ – omnipresent and demanding obedience! Business development negotiators have to manage a love-hate relationship between the other negotiator and the respective organisations. This article analyses the impact of organisations and their culture on our negotiating behaviour.