Normal view MARC view ISBD view

Craver, Charles B.

Effective legal negotiation and settlement / [Charles B. Craver]. - 6th ed. - Newark, NJ : LexisNexis/Matthew Bender, 2009. - xxxvii, 431, 17 p. : forms ; 26 cm. + teacher's manual & 2 CD-ROM (4 3/4 in.)

Accompanied by: Revised teacher's manual (iii, 106 p.) + 1 CD-ROM (4 3/4 in.)

Includes bibliographical references (p. 398-431) and index.

Basic factors affecting negotiation -- Verbal & nonverbal communication -- Preparing to negotiate (establishing limits and goals) -- The preliminary stage (establishing negotiator identities and tone for interaction) -- The information stage (value creation) -- The competitive/distributive stage (value claiming) -- The closing stage (value solidifying) -- The cooperative/integrative stage (value maximizing) -- Negotiating games/techniques -- Post negotiation assessment -- Frequently raised negotiation issues -- Psychological entrapment -- The impact of ethnicity and gender -- International negotiations -- Mediation/assisted negotiation -- Negotiation ethics.

ISBN: 9781422429532 (perfect bound)

LCCN: 2008054388

Subjects--Topical Terms:
Compromise (Law)--United States.
Negotiation.

LC Class. No.: KF9084 / .C7 2009

Dewey Class. No.: 347.73/9