00000cam a22000004a 4500 UP-99796217609824266 Buklod 20230503071510.0 a r 001 0 ta 081218s2009 njuk rb |001 0|eng d 9781422429532 (perfect bound) (iLib)UPD-00172802520 DLC DLAW eng DMLUC KF 9084 C73 2009 Craver, Charles B. Effective legal negotiation and settlement [Charles B. Craver]. 6th ed. Newark, N.J. LexisNexis/Matthew Bender 2009. xxxvii, 431, 17 p. + teacher's manual & 2 CD-ROM (4 3/4 in.) Accompanied by: Revised teacher's manual (iii, 106 p.) + 1 CD-ROM (4 3/4 in.) Basic 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. Compromise (Law) United States. Negotiation. Book FO Monograph UPD DLAW KF 9084 C73 2009 Book