Waite puts morality at heart of negotiations
29 August 2012
Terry Waite, the former envoy of the Archbishop of Canterbury, has urged businesspeople to show a morality in negotiations.
In his keynote address to the 250 delegates at the Institute of Travel Management's Annual Conference, he urged people to “get onto the wavelength of those you negotiate with to build up a relationship of trust”.
Waite told SM: “What really counts in business is a sincere regard for the legitimate aspirations of the other person. A supplier has legitimate aims...