Effective legal negotiation and settlement
Author(s)
Bibliographic Information
Effective legal negotiation and settlement
Carolina Academic Press, c2020
9th ed
- : pbk
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Note
Includes bibliographical references (p. 457-510) and index
Contents of Works
- 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
