Negotiation: Principles, Tips, and Tactics for Successful Deal-Making
Good negotiators are made, not born, and good negotiators can become even better. In his most recent text, Negotiation: Principles, Tips, and Tactics for Successful Deal-Making, author Robert C. Worthington provides the means for readers to refine their negotiation skills. In the first chapter, Worthington explains that he "wrote this book for all of those people – professionals and laypersons – who think they can't negotiate, who are afraid to negotiate, or who have to negotiate but don't know how."
This practical, easy-to-follow guide offers valuable insight into the practice and law of negotiating contracts, and provides an overview of relevant legal principles and cases, as well as tactics, tips, and strategies, and many illustrative examples.
Negotiation: Principles, Tips, and Tactics for Successful Deal-Making is an excellent resource, not only for lawyers, but also for procurement and contract professionals; it reviews the principles of negotiation, the most useful tactics to employ and potential legal consequences of a negotiator's conduct. This book is geared not only to lawyers representing clients in contract negotiation, but will assist both lawyers and non-lawyers in all aspects of business and legal negotiation including: RFPs, tenders, litigation settlement negotiations, mediation, arbitration, family law, and estate matters
Worthington's new book contains all of the elements necessary for making better negotiators, including:
- Practical advice: This publication is a comprehensive guide to the process of negotiation including preparation, representing your client, the agency relationship, and various tactics that can be employed during the negotiation itself. It examines the choices and options a negotiator can use when negotiating and provides insight into understanding the tactics being used by other parties.
- A thorough review of the law: Negotiation: Principles, Tips, and Tactics for Successful Deal-Making provides an overview of the law of negotiation in Canada, including potential legal consequences of misrepresentation in negotiation and the new legal duty of good faith in the landmark decision of Bhasin v. Hrynew.
- Special coverage of competitive bidding: The final chapter in the volume is dedicated to negotiating in the context of Canadian competitive bidding law and provides insight into this complex area of contract law.
A valuable guide
Robert C. Worthington's Negotiation: Principles, Tips, and Tactics for Successful Deal-Making is an essential reference tool for:
- Commercial/business lawyers and contract negotiators involved in settlements or the negotiation of contracts on behalf of their clients. This text is particularly useful for law students, junior practitioners, and those looking to strengthen their negotiation skills
- In-house lawyers, negotiators and business executives, especially those called upon to negotiate contracts or advise sales teams
- Construction lawyers and Procurement professionals involved in bidding and tendering negotiations
- Federal/Provincial/Municipal/Planning lawyers responsible for preparing and managing RFPs and negotiating with contractors and suppliers
- Litigators and ADR professionals looking to refine skills in settlements, mediations and arbitrations
Table of contents
Chapter 1: The Process of Negotiation
Chapter 2: Preparing to Negotiate
Chapter 3: Dealing with your Client
Chapter 4: In the Negotiation Room
Chapter 5: The Games People Play
Chapter 6: Negotiation and Canadian Law
Chapter 7: Canadian Competitive Bidding Law and Negotiation
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