Titlebook: Negotiating Against the Odds; A Guide for Trade Ne Emily Jones Book 2013 Palgrave Macmillan, a division of Macmillan Publishers Limited 201

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Conclusion,when the odds are stacked against them. They have brought together the insights and lessons on how negotiators make this happen, drawing on the best academic research and the experiences of seasoned trade negotiators.

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Overview: 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.978-1-137-32023-0978-1-137-32024-7

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Preparation and Diagnosis,e most common and costly mistakes in negotiations, and the investment needed should not be underestimated (Malhotra and Bazerman 2007). As an experienced negotiator notes, ‘Planning in negotiation is as meticulous as preparation for war’ and it can involve weeks of arduous work (Bhuglah 2004). As a

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Moves Away from the Negotiating Table,ituation . the negotiating table. Indeed, if negotiators do not seek to influence the negotiating set-up, they are likely to be placed at an inherent disadvantage. In the words of two experts, ‘[N]o matter how many right moves you make at the table — however skilfully you read body language, build t

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Conclusion,when the odds are stacked against them. They have brought together the insights and lessons on how negotiators make this happen, drawing on the best academic research and the experiences of seasoned trade negotiators.

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