Seven Strategies of Master Negotiators: Participant Handout


McRae and Associates
Brad McRae

This presentation, from the 2004 Canadian Parks and Recreation Association Annual Conference, discusses the eight differences between effective senior managers and their "average" counterparts: Planning/Causal Thinking, Diagnostic Information Seeking, Synthesizing/Theory Building, Need/Desire to Influence, Direct Influence, Collaborative Influence, Symbolic InfluenceSelf-Confidence. A Case study is presented. See also the Instructions for Using the Master Negotiator.

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