Document No. 4
Negotiations in Debt and Financial Management
	[Download Text for FREE, 109kb pdf]   Table of Contents   [Introduction]   1. Problems faced by Borrowers when Negotiating   2. Theoretical Introduction to Negotiation: What is a negotiation?   3. The Interest-Based Strategy: What does Effective Negotiation involve? A. The Negotiation Strategy B. Preparing to Negotiate C. The Negotiation   4. Realities: What are some Strategies to Deal with Difficulties?   5. Conclusion   • Bibliography     List of Text Boxes • An African Perspective: Problems Borrowers face when Negotiating Grant, Bilateral, and Multilateral Loan Agreements • The Challenges of Financial Negotiations • The Interest-Based Negotiating Strategy: What are the Principles of the Interest-Based Strategy • The Interest-Based Strategy and Effective Negotiation Preparation • The Interest-Based Strategy in the Negotiation Process • Recommendations of Resource Persons at UNITAR Seminars and Workshops - A Proactive Negotiation Strategy • Strategies to ensure that Negotiations proceed on the Merits of the Issues • UNITAR's Addis Ababa Workshop on Negotiating and Drafting of Loan Agreements Published in Geneva, December 1994
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