000			02072cam a2200313 a 4500
001			15560840
003			OSt
005			20220412171439.0
008			081218s2009 njuk b 001 0 eng
010			_a 2008054388
020			_a9781422429532 (perfect bound)
040			_aDLC _cDLC _dDLC
043			_an-us---
050	0	0	_aKF9084 _b.C7 2009
082	0	0	_a347.73/9 _222
100	1		_aCraver, Charles B.
245	1	0	_aEffective legal negotiation and settlement / _c[Charles B. Craver].
250			_a6th ed.
260			_aNewark, NJ : _bLexisNexis/Matthew Bender, _c2009.
300			_axxxvii, 431, 17 p. : _bforms ; _c26 cm. + _eteacher's manual & 2 CD-ROM (4 3/4 in.)
500			_aAccompanied by: Revised teacher's manual (iii, 106 p.) + 1 CD-ROM (4 3/4 in.)
504			_aIncludes bibliographical references (p. 398-431) and index.
505	0		_aBasic 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.
650		0	_aCompromise (Law) _zUnited States.
650		0	_aNegotiation.
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cREF _n0
999			_c203 _d203