Effective legal negotiation and settlement / [Charles B. Craver].
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TextPublication details: Newark, NJ : LexisNexis/Matthew Bender, 2009Edition: 6th edDescription: xxxvii, 431, 17 p. : forms ; 26 cm. + teacher's manual & 2 CD-ROM (4 3/4 in.)ISBN: 9781422429532 (perfect bound)Subject(s): Compromise (Law) -- United States | NegotiationDDC classification: 347.73/9 LOC classification: KF9084 | .C7 2009| Item type | Current library | Home library | Collection | Call number | Materials specified | Copy number | Status | Date due | Barcode | Item holds |
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Reference
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Berekum Campus Shelve 6 | Berekum Campus Shelve 6 | STACK B- FRONT | KF9084 .cra (REF) (Browse shelf(Opens below)) | 1 | Not for loan | 0368 |
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.
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