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Negotiation essentials for lawyers
- Available as
- Physical
Details
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- Creator
- editors, Andrea Kupfer Schneider & Chris Honeyman
- Format
- Books
- Language
- English
- Contributors
- Publication
-
- Chicago, Illinois : American Bar Association, Dispute Resolution Section, [2019]
- Physical Details
-
- xii, 346 pages ; 23 cm
- ISBNs
- 9781641054805, 1641054808, 9781641054812
- OCLC
- on1099544294
- Includes bibliographical references.
- Introduction / Andrea Kupfer Schneider and Chris Honeyman -- Learning from your negotiations / Scott R. Peppet and Michael L. Moffitt -- Fashioning an effective negotiation style : choosing between good practices, tactics, and tricks (GTT framework) / Hal Abramson -- Techniques of distributive negotiation / Charles B. Craver -- Reflecting on negotiating while black / Michael Z. Green -- Gender gaps in negotiation : implications for individuals and organizations / Julia B. Bear and Linda Babcock -- Negotiating with social intuition / Andrea Kupfer Schneider and Noam Ebner -- Whole-brain negotiation / Alexandra Crampton -- Measuring success / Andrea Kupfer Schneider -- Courting compliance / Chris Guthrie -- Psychology and persuasion in your negotiation / Donna Shestowsky -- Your story and mind / Sheila Heen and Douglas Stone -- Modern consultative sales theory / Ava J. Abramowitz -- It's more than what you think : moves and turns in negotiation / Jessica Porter and Deborah Kolb -- Hold the phone : choosing modes of communication / Andrea Kupfer Schneider and Sean McCarthy -- Email negotiations / Noam Ebner -- Online negotiation / Orna Rabinovich, Ethan Katsh, and Colin Rule -- Negotiating attention with the digital generation / Lauren A. Newell -- How to listen for persuasion / Brian A. Pappas -- Changing the other party's attitude with high quality listening / Guy Itzchakov and Avraham N. Kluger -- Negotiating without words / Jeff Thompson, Noam Ebner, and Jeff Giddings -- Trust and trust repair / Roy J. Lewicki -- When there's no trust / Moty Cristal -- Reputation matters / Andrea Kupfer Schneider, Catherine H. Tinsley, and Jack Cambria -- Negotiation ethics / Art Hinshaw -- Distributive and procedural fairness perceptions in negotiation / Nancy A. Welsh -- When it's wise to apologize / Jennifer Gerarda Brown and Jennifer K. Robbennolt -- How to support forgiveness in the negotiation process / Loren Toussaint and Ellen Waldman -- Mental health in negotiations : challenges at the table / Elizabeth L. Jeglic and Alexander A. Jeglic -- Negotiation styles inspired by Chinese wisdom / Eko Y. Liao and Cheryl Q. Zhang -- Forewarned is forearmed : Sino-Western negotiation pitfalls and tactics / Bee Chen Goh -- Insights for lawyers from international negotiation / Sanda Kaufman and Eric Blanchot -- Timing, process, and stages / I. William Zartman -- Negotiating against a script / Robert Dingwall and Carrie Menkel-Meadow -- Negotiating in the shadow of adhesive arbitration / Jill I. Gross -- How to negotiate with constraints : lessons from plea bargaining / Cynthia Alkon -- Negotiating with the unknown : more common than not? / Maria R. Volpe, Jack Cambria, Hugh McGowan, and Chris Honeyman -- What lawyers can learn from hostage negotiators / William Donohue -- Dealing with amygdala hijack : lessons from the martial arts / Joel Lee and James Shanahan -- The psychology of ethics in negotiation / Jennifer K. Robbennolt and Jean R. Sternlight -- Lawyers, clients, and informed consent / Jacqueline Nolan-Haley -- Limited authority to settle / John Wade -- What lawyers should know about the friendly interpreter / Sanda Kaufman -- Organizational factors in negotiation / Adrian Borbély and Andrea Caputo -- Negotiating justice and accountability in dispute system design / Lisa Blombren Amsler -- Using mediation for advantage / Lela Love and Joseph Stulberg -- The mediator and you / Chris Honeyman -- The lawyer as ally and coach / Bernard Mayer -- The discreet charm of ambiguity / Chris Honeyman -- Being both a doberman and a diplomat : how to reopen deadlocked negotiations / John Wade -- Thinking of activism as ADR / Jennifer W. Reynolds -- Creating an enduring agreement / John H. Wade and Chris Honeyman -- Pre-dispute and pre-escalation techniques to improve new business relationships / James Groton, Chris Honeyman, and Andrea Kupfer Schneider