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The Negotiation Game: How to Get a Fair Deal

Published online by Cambridge University Press:  19 March 2018

Jackie Fishleigh
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Abstract

In this article Jackie Fishleigh takes a look at the art of negotiation as a skill when trying to reach a fair deal. She draws on her experience in the information and library business whereby she has dealt with publishers and suppliers and, at the end of her article, she provides her own checklist of ten top tips on negotiation.

Keywords

negotiationsoft skillsmanagement skills
Type
Current Interests
Information
Legal Information Management , Volume 18 , Issue 1 , March 2018 , pp. 60 - 63
Copyright
Copyright © The Author(s) 2018. Published by British and Irish Association of Law Librarians 

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References

Footnotes

1 https://en.wikipedia.org/wiki/Rate_card accessed 22 January 2018.

2 https://www.york.ac.uk/depts/maths/histstat/lies.htm accessed 22 January 2018.

3 ibid.

4 Susan Hackley, ‘Best Negotiators in History: Nelson Mandela and His Negotiation Style’. [Online] https://www.pon.harvard.edu/daily/international-negotiation-daily/nelson-mandela-one-of-the-best-negotiators-in-history/ accessed 22 January 2018.

5 Mnookin, Robert H, Bargaining with the devil, when to negotiate, when to fight. Simon & Schuster 2010 Google Scholar.

6 Leary, Kimberlyn, Pillemer, Julianna, and Wheeler, Michael, ‘Negotiating with Emotion’ (2013) 91 Harvard Business Review 96–103 Google ScholarPubMed.

7 http://www.reallygreattraining.co.uk/ accessed 22 January 2018.