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Negotiator : The Councilor as Negotiator: Handbook 7 (UN Habitat - United Nations Centre for Human Settlements )
Part I - Essay on the council as negotiator
Definition
Summary
Reflection
Concepts and ideas
Win - win negotiating
An enlightened view
Reflection
Why is negotiating important in local government?
Respect cultural differences
Reflection
How to negotiate more successfully
Principled negotiations
What do you REALLY want?
Don't announce positions but know what they are
Negotiation skills: one of the councilor's best friends
Key points
References