Negotiation

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Title & Subtitle Abstract Contributors Pages Year Purchase

Negotiating So Everyone Wins

Secrets you can use from Canada's top business, sports, labour and political negotiators

Every day, people make deals that matter. But very few of us benefit from the public scrutiny and analysis that have helped Canada’s leading negotiation experts hone their craft. Hockey … ; View
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Foreword

From: Negotiating So Everyone Wins

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Foreward by Jean Chrétien about the author’s background and the importance of this book 4 $0.40 Add
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The Strategic Negotiator

From: Negotiating So Everyone Wins

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Overview of Dingwall’s view on the aspects of negotiation and how it pertains to life. Also an outline of what you need to negotiate strategically. 23 $2.30 Add
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Fundamentals

From: Negotiating So Everyone Wins

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the fundamental competencies that a negotiator must possess broken down into: Planning, Expertise, Preparation, Alternatives, Patience, and Attention to Detail 35 $3.50 Add
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Game Changers

From: Negotiating So Everyone Wins

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Qualities and emphases that have a significant impact on the outcome of negotiations and set certain negotiators apart broken down into Behaviour and Attitude; Authenticity, Integrity and Trust; … 35 $3.50 Add
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Demons for Negotiators

From: Negotiating So Everyone Wins

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The majority of difficulties that occur in a bargaining process arise out of errors made by the negotiators themselves which Dingwall breaks down into ego-creep, bias, neediness, naïve … 22 $2.20 Add
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The Mandate

From: Negotiating So Everyone Wins

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The mandate outlines what a negotiator has the power to do and what they are supposed to accomplish. Dingwall outlines the key processes of creating a mandate in this chapter by exploring oral vs … 32 $3.20 Add
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Communication

From: Negotiating So Everyone Wins

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Strategic negotiators develop the skills, understanding and perspective to make considered and calculated choices about communication. Three forms of communication, the agent-principal … 37 $3.70 Add
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The Set-Up

From: Negotiating So Everyone Wins

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This chapters is all about planning and being prepared for the negotiation. Discusses subject matter, nature of the deal, understanding why you are negotiating, understanding the other … 28 $2.80 Add
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Forming and Designing the Deal

From: Negotiating So Everyone Wins

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This chapter outlines Dingwall’s eleven principles of influence, key considerations for deal formation, and provides tips on your approach 30 $3.00 Add
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Live at the Table

From: Negotiating So Everyone Wins

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Dingwall gives a thorough outline of the process once the negotiation is at the table. He discusses building rapport, opening statements, first offers, first counteroffer, the issue of price, and … 36 $3.60 Add
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The Close

From: Negotiating So Everyone Wins

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Dingwall outlines everything you need to know about closing negotiations. He provides nine basic considerations for closing, limiting issues on the other side, types of closes, components of the … 29 $2.90 Add
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Final Thoughts & David’s Recommendations for Further Reading

From: Negotiating So Everyone Wins

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Final thoughts on the text and recommended further reading for this topic. 9 $0.90 Add