SALT III: An Experiential Exercise to Highlight the Interpersonal Dynamics Involved in the Negotiation Process

Abstract

Much of a leader’s time is devoted to the negotiation process. He must negotiate with his superiors, his peers, and his subordinates at one time or another during his tenure with any organization. The negotiation process receives the most scrutiny in the area of collective bargaining but the process is much more generalizable. Thus, the ability to understand the interpersonal transactions that are inherent in the negotiation process becomes an important skill for managers at all levels.