Craver, Charles B. <br/><br/>
Effective legal negotiation and settlement / 
Charles B. Craver. 
 - 7th edition. 
 - New Providence, NJ :  LexisNexis--Matthew Bender,  ©2012. 
 - xxxix, 430, [88] pages :  illustrations, forms ;  26 cm 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>1. Introduction -- 2. Basic factors affecting negotiation -- 3. Verbal and nonverbal communication -- 4. Preparing to negotiate (establishing limits and goals) -- 5. The preliminary stage (establishing negotiator identities and tone for interaction) -- 6. The information stage (value creation) -- 7. The competitive/distributive stage (value claiming) -- 8. The closing stage (value solidifying) -- 9. The cooperative/integrative stage (value maximizing) -- 10. Negotiating games/techniques -- 11. Post negotiation assessment -- 12. Frequently raised negotiation issues -- 13. Psychological entrapment -- 14. The impact of ethnicity and gender -- 15. International negotiations -- 16. Mediation/assisted negotiation -- 17. Negotiation ethics. 
<br/><br/><label>ISBN: </label>9780769848983 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Compromise (Law)--United States.<br/>Negotiation.--United States
<br/><br/><label>LC Class. No.: </label>KF 9084  / .C73 2012