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Negotiation : processes for problem solving

Author: Carrie Menkel-Meadow; Andrea Kupfer Schneider; Lela Porter Love
Publisher: New York : Wolters Kluwer Law & Business, [2014]
Series: Aspen casebook series
Edition/Format:   Print book : English : Second editionView all editions and formats
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Genre/Form: Casebooks
Casebooks (Law)
Document Type: Book
All Authors / Contributors: Carrie Menkel-Meadow; Andrea Kupfer Schneider; Lela Porter Love
ISBN: 9781454802648 1454802642
OCLC Number: 877948867
Description: xliv, 628 pages : illustrations ; 26 cm.
Contents: Conflict theory : concepts of conflict and negotiation --
Working with your client : preparing for negotiation by listening and learning through interviewing and counseling --
Preparing your case and persuading your counterpart --
Integrative negotiation : expanding the pie and solving the problem --
Distributive bargaining : dividing the pie, mixed models and choosing your approach --
Working with your client : as a counselor and an agent --
Relating to your counterpart : information exchange, trust, apology, reputation, and power --
Working with your counterpart : understanding and emotions --
Recognizing and responding to barriers in negotiation --
Dealing with differences : culture, gender, and race --
Ethics in negotiation --
The law of negotiation --
Multiparty negotiation --
International negotiation --
Facilitated negotiation : mediation.
Series Title: Aspen casebook series
Responsibility: Carrie J. Menkel-Meadow, Chancellor's Professor of Law and Political Science, University of California, Irvine School of Law, and A.B. Chettle, Jr. Professor of Law, Dispute Resolution and Civil Procedure, Georgetown University Law School ; Andrea Kupfer Schneider, Professor of Law and Director, Dispute Resolution Program, Marquette University Law School ; Lela Porter Love, Professor of Law and Director, Kukin Program for Conflict Resolution and the Cardozo Mediation Clinic, Benjamin N. Cardozo Law School, Yeshiva University.

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