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ISBN: 9781459411104-07

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The Set-Up

From: Negotiating So Everyone Wins


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 negotiating team, information sharing, logisitcs, schedule, agenda, multiparty negotiations



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.