Effective legal negotiation and settlement /

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Bibliographic Details
Main Author: Craver, Charles B. (Author)
Format: Book
Language:English
Published: Durham, North Carolina : Carolina Academic Press, 2016
Edition:Eighth edition
Subjects:
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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