TY  - BOOK
AU  - Craver,Charles B.
TI  - Effective legal negotiation and settlement
SN  - 9781422429532 (perfect bound)
AV  - KF9084 .C7 2009
U1  - 347.73/9 22
PY  - 2009///
CY  - Newark, NJ
PB  - LexisNexis/Matthew Bender
KW  - Compromise (Law)
KW  - United States
KW  - Negotiation
N1  - 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
ER  -