Legal negotiating

著者

• Williams, Gerald R.
• Craver, Charles B.

書誌事項

Legal negotiating

by Gerald R. Williams, Charles B. Craver

（American casebook series）

Thomson/West, c2007

注記

Includes bibliographical references (p. 195-216) and index

内容説明・目次

内容説明

This is an excellent book for law students learning negotiation skills in clinical courses and for practicing attorneys who want to enhance their negotiation proficiency. The book explores the three basic negotiator styles: (1) the "win-lose" Competitive/ Adversarial Style; (2) the "win-win" Cooperative/Problem-Solving Style; and (3) the "WIN-win" Competitive/Problem-Solving Style. It then describes the five stages of the negotiation process and discusses what negotiators should be doing in each. It describes psychological factors that influence bargaining interactions, and covers the legal rules and economic principles that apply to settlement negotiations. The book finally explores the impact of abstract reasoning skills, emotional intelligence, and negotiator gender and race on bargaining interactions. The Appendices include transcripts from four lawyer-to-lawyer negotiations.

「Nielsen BookData」 より

詳細情報

• NII書誌ID(NCID): BA86684934
• ISBN:
  • 9780314066060
• LCCN: 2007281050
• 出版国コード: us
• タイトル言語コード: eng
• 本文言語コード: eng
• 出版地: St. Paul, Minn.
• ページ数/冊数: xix, 227 p.
• 大きさ: 26 cm
• 分類:
  • LCC : KF9084
• 件名:
  • LCSH : Compromise (Law) -- United States
  • LCSH : Negotiation -- United States
• 親書誌ID:
  • BA00225343