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Negotiation : theory and practice
- Author / Creator
- Available as
- Physical
Details
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- Creator
- Melissa L. Nelken
- Format
- Books
- Language
- English
- Publication
-
- Second edition
- Newark, NJ : LexisNexis, [2007]
- ©2007
- Physical Details
-
- xv, 500 pages : illustrations ; 24 cm
- ISBNs
- 1422411621, 9781422411629
- OCLC
- ocm85822739
- "(Revised and expanded edition. Originally published as Understanding negotiation.)."
- Includes bibliographical references.
- Legal negotiations : background and context -- Distributive bargaining -- Integrative bargaining -- The tension between integrative and distributive bargaining -- Psychological aspects of negotiation -- Culture and gender in negotiation -- The lawyer-client relationship -- Ethical issues in negotiation -- Mediation : facilitated negotiation -- The next challenge : multiparty negotiation