 | Negotiator : The Councilor as Negotiator: Handbook 7 (UN Habitat - United Nations Centre for Human Settlements ) |
 |  | (introduction...) |
| | Foreword |
| | About the hat |
| | How to use this handbook |
|  | 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 |
| | Part II - Workshop on the councilor as negotiator |
| | Overview |
| | Warn - up exercises: what kind of negotiator are you? |
| | Trainer presentation |
| | Role play/case study: the bulldozer disagreement |
| | Exercise: the language of negotiation |
| | Role play/case study: hawker/council confrontation |
| | Skill transfer exercise |
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