Negotiation
Subtitle: processes for problem solving
By: Carrie J. Menkel-Meadow, Lela Porter Love, Andrea Kupfer Schneider.
Contributors: Love, Lela Porter, 1950-; Schneider, Andrea Kupfer.
Edition: 1st ed.
Publisher: Aspen Publishers
Published: 2006
Place of publication: New York, NY
Language: eng
Number of pages: 715
Subjects: Compromise (Law) -- United States -- Cases.; Dispute resolution (Law) -- United States -- Cases.; Negotiation -- Cases.
Genres: Cases.
Table of contents: title: Conflict theory: concepts of conflict and negotiation; title: Preparing and making your case; title: Integrative negotiation: expanding the pie and solving the problem; title: Distributive bargaining: dividing the pie and mixed models; title: Working with your client; title: Relating to your counterpart: reputation, trust, rapport, and power; title: Working with your counterpart: understanding, listening, emotions, and; title: Apology; title: Recognizing and responding to barriers in negotiation; title: Dealing with differences: culture, gender, and race; title: Ethics in negotiation; title: The law of negotiation; title: Multiparty negotiation; title: International negotiation; title: Facilitated negotiation: mediation for negotiators.