Negotiating So Everyone Wins: Secrets you can use from Canada's top business, sports, labour and political negotiators
James Lorimer & Company, Apr 1, 2016 - Business & Economics - 336 pages
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 team executives, cabinet ministers, bank presidents and labour leaders are constantly under the microscope, and they have learned what it takes to build agreements where everyone wins. And they can help all of us do the same.
After a long career in politics, David Dingwall has become one of Canada's leading experts on negotiating. As a visiting professor at Ryerson University, he lectures on the subject of negotiation. He has sought out the experience and advice of Canada's top negotiators in order to develop an approach to deal-making that reflects Canadian values and attitudes.
In this book, he explains the approaches and practices that he and over twenty of the country's best deal-makers use to achieve mutually beneficial deals. He cites the experiences of former TD Bank president Ed Clark, NHL Players' Association head Donald Fehr, former leader of the Canadian Auto Workers Buzz Hargrove, former Ontario premier and Liberal Party leader Bob Rae, and former Harper cabinet minister Lisa Raitt. He also shares behind the scenes insights from his own experience as a politician, legal counsel and business advisor. Video links to his interviews with the experts are included to allow readers to learn more from the people whose experience informs the book.
This accessible and engaging book allows anyone to learn -- from the experts -- how to negotiate so everyone wins.
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Chapter 1 The Strategic Negotiator
Chapter 2 Fundamentals
Chapter 3 Game Changers
Chapter 4 Demons for Negotiators
Chapter 5 The Mandate
Chapter 6 Communication
Chapter 7 The SetUp
Chapter 10 The Close
Davids Recommendations for Further Reading
Apendix A Litigation Quagmire
Apendix B Decision Tree
Ryerson Negotiation Project Video Interviews
Chapter 8 Forming and Designing the Deal
Chapter 9 Live at the Table