| Description |
1 online resource (184 pages) |
| Contents |
Cover; Contents; List of Case Studies; Acknowledgements; List of Acronyms; 1 Introduction; Aim of this guide; Can negotiating really make a difference?; Sources and structure; 2 Preparation and Diagnosis; Types of negotiation; Create (and retain) the best possible negotiating team; Know your interests; Know the interests of your negotiating partners and relevant third parties; Establish your best possible alternative but do not reveal it; Identify other sources of potential leverage; Establish the other party's alternatives and sources of leverage; Secure high-level political buy-in |
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Develop sound negotiating proposalsSummary; 3 Moves Away from the Negotiating Table; Select the most favourable forum; Influence the choice of venue, rules and procedures; Time, structure and sequence negotiations carefully; Shape the agenda; Harness the power of coalitions and networks; Forge alliances with the private sector and civil society; Use high-level political lobbying to expand negotiating space; Use the media; Actively manage domestic politics; Summary; 4 Moves at the Negotiating Table; Moves to create value; Moves to claim value; Overcome the 'negotiator's dilemma' |
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Continually anticipate and adapt(Re)frame the negotiations in your favour; Make sound technical and legal arguments; Use personal behaviours and attributes; Negotiating across cultures; Pressure tactics; Anticipate the future; Stay vigilant; Summary; 5 Putting the Right Foundations in Place; Make the links between trade negotiations and development; Improve cross-government coordination and accountability; Recruit and retain high-calibre trade officials; Strengthen the evidence base; Strengthening regional collaboration; Manage and improve input from stakeholders |
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Use technical assistance to your advantageSummary; 6 Conclusion; Lesson 1: Invest in preparation; Lesson 2: Use moves away from the table; Lesson 3: Cultivate political skills; Lesson 4: Mindset matters; Further reading; Notes; References; Index |
| Summary |
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 |
| Notes |
Epublication based on: 9781137320230, 2013 |
| Bibliography |
Includes bibliographical references and index |
| Notes |
English |
| Subject |
Negotiation in business -- Developing countries
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Commerce.
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Development studies.
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International relations.
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Diplomacy.
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Development economics & emerging economies.
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BUSINESS & ECONOMICS -- Negotiating.
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Négociations commerciales.
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Négociations internationales.
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Commerce international.
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Pays en développement.
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Etudes de cas.
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Manuels.
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Economics.
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Commerce
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Negotiation in business
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Diplomacy.
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Development studies.
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Development economics & emerging economies.
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International business.
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Politics and Government.
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Developing countries
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| Form |
Electronic book
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| Author |
Jones, Emily
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Commonwealth Secretariat.
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| ISBN |
9781137320247 |
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1137320249 |
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9781299547698 |
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1299547699 |
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