|Training for Elected Leadership - The Councillor as Negotiator (HABITAT, 1994, 21 p.)|
|Part I: Essay - The Councillor as Negotiator|
1. Barthelemy de Felice, Fortune, Negotiation, or the art of negotiating, translated from Dictionnaire de justice naturelle et civile, in Zeltman, William, The 509% Solution (Garden City, NY., Anchor Books, 1976), p. 47.
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).