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
