 | Training for Elected Leadership - The Councillor as Negotiator (HABITAT, 1994, 21 p.) |
 |  | (introduction...) |
| | Foreword |
| | How to use this handbook |
|  | Part I: Essay - The Councillor as Negotiator |
| | (introduction...) |
| | 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 |
| | Principal negotiations |
| | What do you REALLY want? |
| | Don't announce positions but know what they are |
| | Negotiation skills: one of the councillor's best friends |
| | Key points |
| | References |
| | Part II: The Councillor as Negotiator |
| | Overview |
| | 7.1 Warm-up exercise: what kind of negotiator are you? |
| | 7.2 Trainer presentation |
| | 7.3 Role-play/case-study: the bulldozer disagreement |
| | 7.4 Exercise: the language of negotiation |
| | 7.5 Role-play/case-study: hawker/council confrontation |
| | 7.6 Skill transfer exercise |
|