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close this bookNegotiator : The Councilor as Negotiator: Handbook 7 (UN Habitat - United Nations Centre for Human Settlements )
close this folderPart I - Essay on the council as negotiator
View the documentDefinition
View the documentSummary
View the documentReflection
View the documentConcepts and ideas
View the documentWin - win negotiating
View the documentAn enlightened view
View the documentReflection
View the documentWhy is negotiating important in local government?
View the documentRespect cultural differences
View the documentReflection
View the documentHow to negotiate more successfully
View the documentPrincipled negotiations
View the documentWhat do you REALLY want?
View the documentDon't announce positions but know what they are
View the documentNegotiation skills: one of the councilor's best friends
View the documentKey points
View the documentReferences


1. Barthelemy de Felice, Fortune, "Negotiation, or the art of negotiating," translated from Dictionaire de justice naturelle et civile, in Zeltman, William, The 50% Solution (Garden City, NY., Anchor Books, 1976), p. 47.

2. Ibid.

3. Graham, John L., and Sano, Yoshihiro, Smart Bargaining (New York, Harper and Row, 1989), pp. 7-34.

4. For a more complete discussion of effective negotiation, see Fisher, Roger and Ury, William, "The Method," Ch. 2, Getting To Yes: Negotiating Agreement Without Giving In (Boston, MA, Houghton Mifflin, 1981).

5. Ibid., pp. 11-13.

6. For a more detailed discussion of the use of positive political skills, see Block, Peter, "Building support for your vision," ch. 5, The Empowered Manager, (San Francisco, CA, Jossey Bass, 1987).