Continual changes in working practices have led to increased amounts of external negotiations. However, due to the sensitive nature of such encounters little is known about interaction used during such meetings.

An exploratory study was undertaken to record and analyse the interaction of four senior business managers during their initial one-to-one negotiations with potential clients. Using the Bales IPA method to collect interaction data an attempt was made to identify the influencing and persuasion techniques and tactics used.

Some interesting patterns of interaction were observed and recorded. In an attempt to develop a measure of success, where further meetings took place the initial meeting was considered successful. Some differences between the ‘successful’ and ‘unsuccessful’ negotiations were recorded and will be used as a basis for further studies to determine whether such tactics are consistent with other successful and unsuccessful meetings.