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ISBN: 9781459411104-04

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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 realism, and assumptions

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David C. Dingwall

David C. Dingwall was born and raised in Sydney, Cape Breton, and attended Dalhousie Law School in Halifax. At twenty-eight, he was elected Member of Parliament for Cape Breton — East Richmond, serving for seventeen years. Dingwall was the Minister of Public Works, the Minister of Health, and the Minister of Supply and Services. He was later President of the Royal Canadian Mint. He now practices law in Toronto, specializing in negotiation, and lectures on the subject at the Ted Rogers School of Management, Ryerson University.