Making a Deal: The Art of Negotiating

Authored by one of Canada's leading mediators, Martin Teplitsky, this jargon-free, straight-talking book gives proven strategies for labour negotiations, including basic principles and techniques to help you be a better negotiator. It provides all you need to know about negotiating, including:

• Avoiding the "best deal" syndrome
  
• Structuring the package
  
• Setting the bargaining agenda
  
• The perils of win/loss
  
• The win/win approach
  
• Assessing the risks
  
• Obtaining a mandate
  
• Costing the contract
  
• Total compensation
  
• Exchanging bargaining packages
  
• Creating leverage
  
• Reaching an impasse
  
• Confronting your alternatives
  
• Finding creative solutions
  

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