menu_bookPhysical

Skills & values. Legal negotiating

Craver, Charles B

Publication Details Click to collapse Cite/Export

  • Creator Charles B. Craver
  • Format Books
  • Publication
    • Newark, NJ : LexisNexis Matthew Bender, [2009]
    • ©2009
  • Physical Details
    • xiii, 275 pages ; 26 cm
  • ISBNs 9781422421970, 142242197X, 9781422475065, 1422475069
  • OCLC ocn264027248

Notes

  • Includes bibliographical references.

Contents

  • Introduction -- Silent negotiation exercise -- Negotiation process -- Negotiation techniques -- Post-negotiation assessments -- Pre-negotiation same side group evaluations -- Influence of negotiator styles -- Impact of process on post-negotiation -- Nonverbal communication -- Dealing with zero-sum exercises -- Impact of anchoring -- Impact of psychological factors -- Impact of gender on negotiations -- Telephone and e-mail negotiations -- International business negotiations -- Human rights negotiations -- Multi-party negotiations -- NASA decision-making exercise -- Mediation -- Ethical dilemmas
Checking the Web...