Craver, Charles B. <br/><br/>
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.) 
<br/><br/> Accompanied by: Revised teacher's manual (iii, 106 p.) + 1 CD-ROM (4 3/4 in.) 
<br/><br/>Includes bibliographical references (p. 398-431) and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9781422429532 (perfect bound) 
<br/><br/><label>LCCN: </label>2008054388 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Compromise (Law)--United States.<br/>Negotiation.
<br/><br/><label>LC Class. No.: </label>KF9084  / .C7 2009 
<br/><br/><label>Dewey Class. No.: </label>347.73/9