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Effective legal negotiation and settlement

Author: Charles B Craver
Publisher: New York : LEXIS Pub., 2001.
Edition/Format:   Print book : English : 4th edView all editions and formats
Database:WorldCat
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Additional Physical Format: Online version:
Craver, Charles B.
Effective legal negotiation and settlement.
New York : LEXIS Pub., 2001
(OCoLC)758406212
Document Type: Book
All Authors / Contributors: Charles B Craver
ISBN: 0327159170 9780327159179 0820550655 9780820550657
OCLC Number: 45700333
Notes: "Release no. 4, March 2001."
Description: xl, 645 pages ; 24 cm + teacher's manual
Contents: Introduction --
Basic factors effecting negotiation --
Verbal & 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
Responsibility: Charles B. Craver.

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