Live at the Table
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 seventeen twists and turns at the negotiation table
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.