Business Report: Negotiation skills are vital to survive through recession

By Barney Jordaan

http://www.busrep.co.za/index.php?fSectionId=553&fArticleId=4979173

Excerpt: The nationwide strike by truck drivers that recently threatened to leave supermarket shelves and petrol stations empty was a timely reminder that, as the South African economy heads into a deepening recession, the need for organisations to be able to negotiate successfully has become ever more crucial.

Negotiation skills could make the difference between surviving and going under.

With pressure on businesses intensifying, the natural inclination for South African companies may be to negotiate to "win" at all costs. This, however, would be a colossal mistake - because most negotiations involve ongoing relationships, and quick short-term gains may come at a major cost later, be it with clients, employees, suppliers or shareholders.