Demolishing the urban legends of negotiation
In this series of articles Huthwaite's Ian Newall dispells some of the myths surrounding negotiation
Urban legend one: 'Decide the sequence in which issues should be discussed and stick to your plan'
Urban legend two: 'Never make the first move'
Urban legend three: 'Memos of agreement - plus...'
Urban legend four: 'Create good climate by agreeing the minor issues first'