Negotiating Against the Odds : A Guide for Trade Negotiators from Developing Countries
Book Details
Format
Paperback / Softback
ISBN-10
1137320230
ISBN-13
9781137320230
Publisher
Palgrave Macmillan
Imprint
Palgrave Macmillan
Country of Manufacture
GB
Country of Publication
GB
Publication Date
Apr 2nd, 2013
Print length
172 Pages
Weight
244 grams
Dimensions
21.60 x 13.90 x 1.10 cms
Ksh 13,500.00
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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.
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. Set out in a succinct and accessible manner, it uses case studies to illustrate the approaches and tactics that smaller parties can use, even when faced with financial and human resource shortages, and pressure tactics from larger countries. While it focuses on trade, insights are applicable to other international negotiations such as aid, financial regulation, and climate change.
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