| Record ID | marc_loc_updates/v40.i08.records.utf8:22939465:1423 |
| Source | Library of Congress |
| Download Link | /show-records/marc_loc_updates/v40.i08.records.utf8:22939465:1423?format=raw |
LEADER: 01423nam a22002658a 4500
001 2012007144
003 DLC
005 20120217121804.0
008 120216s2012 nju b 001 0 eng
010 $a 2012007144
020 $a9780769848983
040 $aDLC$cDLC
050 00 $aKF9084$b.C7 2012
082 00 $a347.73/9$223
100 1 $aCraver, Charles B.
245 10 $aEffective legal negotiation and settlement /$cCharles B. Craver.
250 $a7th ed.
260 $aNew Providence, NJ :$bLexisNexis,$c2012.
263 $a1204
300 $ap. cm.
504 $aIncludes bibliographical references and index.
505 0 $aBasic factors affecting 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.
650 0 $aCompromise (Law)$zUnited States.
650 0 $aPractice of law$zUnited States.
650 0 $aNegotiation$zUnited States.