Effective legal negotiation and settlement
By: [Charles B. Craver].
Edition: 6th ed.
Publisher: LexisNexis/Matthew Bender; Brand: LEXISNEXIS; LEXISNEXIS
Published: 2009
Place of publication: Newark, NJ
Language: eng
Number of pages: 504
ISBN-13: 9781422429532
Subjects: Compromise (Law) -- United States; Negotiation
Notes: Includes index.
Table of contents: title: Basic factors affecting negotiation; title: Verbal & nonverbal communication; title: Preparing to negotiate (establishing limits and goals); title: The preliminary stage (establishing negotiator identities and tone for interaction); title: The information stage (value creation); title: The competitive/distributive stage (value claiming); title: The closing stage (value solidifying); title: The cooperative/integrative stage (value maximizing); title: Negotiating games/techniques; title: Post negotiation assessment; title: Frequently raised negotiation issues; title: Psychological entrapment; title: The impact of ethnicity and gender; title: International negotiations; title: Mediation/assisted negotiation; title: Negotiation ethics.