Negotiators from developing countries work against the odds on a daily basis, whether they are negotiating with an industrialized country, or a larger developing country. Drawing on the experiences of more than 100 developing country negotiators and the insights of leading academic studies, this guide brings together practical advice and lessons on ways to negotiate effectively with larger parties, and avoid common pitfalls.
Note
Epublication based on: 9781137320230, 2013. 1. Introduction 2. Preparation and Diagnosis 3. Moves Away from the Negotiating Table 4. Moves at the Negotiating Table 5. Putting the Right Foundations in Place. Negotiators from developing countries work against the odds on a daily basis, whether they are negotiating with an industrialized country, or a larger developing country. Drawing on the experiences of more than 100 developing country negotiators and the insights of leading academic studies, this guide brings together practical advice and lessons on ways to negotiate effectively with larger parties, and avoid common pitfalls.
Bibliography, etc. Note
Includes bibliographical references and index.
Formatted Contents Note
Introduction Preparation and diagnosis Moves away from the negotiating table Moves at the negotiating table Putting the right foundations in place Conclusion.