Making a Deal: The Art of Negotiating, Second Edition

Authored by one of Canada’s leading mediators, Martin Teplitsky, this jargon-free, straight-talking book gives proven strategies for labour negotiations, including basic principles and techniques to help you be a better negotiator. Also includes new sections on interest-based bargaining and public sector dispute resolution. You will learn:

• The role of the mediator
• The key to negotiating
• Confronting your alternatives
• Structuring bargaining
• Signalling positions
• Setting deadlines
• Creating a climate of trust
• Setting the bargaining agenda
• Using the win/win approach
• Assessing the risks
• Obtaining a mandate
• Bargaining total compensation
• Exchanging bargaining packages
• Creating leverage