01663cam a2200277Ma 4500001001300000003000600013005001700019008004100036020002900077035003900106040002000145041000800165050002300173100003100196245006900227250001700296260006300313300006000376336002600436337002800462338002700490504005100517505074800568650003701316650003201353ocn988615439PUCPR20250314152603.0120216s2012    njuak  g      001 0 eng d  a9780769848983qpaperback  a(OCoLC)988615439z(OCoLC)858600344  aPUCPRbengerda  heng 4aKF 9084b.C73 2012  aCraver, Charles B.eauthor10aEffective legal negotiation and settlement /cCharles B. Craver.  a7th edition.  aNew Providence, NJ :bLexisNexis--Matthew Bender,c©2012.  axxxix, 430, [88] pages :billustrations, forms ;c26 cm  atextbtxt2rdacontent  aunmediatedbn2rdamedia  avolumebnc2rdacarrier  aIncludes bibliographical references and index.0 a1. 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. 0aCompromise (Law)zUnited States. 0aNegotiation.zUnited States