Effective legal negotiation and settlement /
| Main Author: | |
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| Format: | Book |
| Language: | English |
| Published: |
Newark, NJ :
LexisNexis,
2005
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| Edition: | 5th ed |
| Subjects: |
Table of Contents:
- Introduction
- Basic factors affecting negotiation
- Verbal and 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