Effective legal negotiation and settlement /
Saved in:
Main Author: | |
---|---|
Format: | Book |
Language: | English |
Published: |
Durham, North Carolina :
Carolina Academic Press,
2016
|
Edition: | Eighth edition |
Subjects: | |
Tags: |
Add Tag
No Tags, Be the first to tag this record!
|
Table of Contents:
- 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
- Transnational negotiations
- Mediation/assisted negotiation
- Negotiation ethics