Negotiation
By: Margot Taylor.
Edition: 2005/2006 ed.
Publisher: Oxford University Press
Published: 2005
Place of publication: Oxford, UK; New York
Language: eng
Subjects: Negotiation -- England; Dispute resolution (Law) -- England; Negotiation -- Wales; Dispute resolution (Law) -- Wales; Trial practice; Persuasion (Psychology)
Notes: Includes bibliographical references and index.
Table of contents: title: Introduction to negotiation; title: The essentials of negotiation; title: Style, strategy, and tactics; title: Legal negotiations; title: Preparation and planning : an overview; title: Understanding the context; title: Analysis : objectives; title: Persuasion : the role of argument; title: Analysis : formulating arguments; title: Information exchange; title: Preparation : concessions; title: Planning your strategy; title: Planning the structure; title: Considering possible tactics; title: Communicating effectively; title: Conducting an effective negotiation; title: Dealing with difficulties; title: Recording and enforcing a negotiated agreement; title: Assessing negotiation skills; title: Appropriate dispute resolution.