01746cam a2200313Ma 4500 ocn988615439 PUCPR 20250314152603.0 120216s2012 njuak g 001 0 eng d 9780769848983 paperback (OCoLC)988615439 (OCoLC)858600344 PUCPR eng rda eng cicg KF 9084 .C73 2012 Craver, Charles B. 214199 author 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 text txt rdacontent unmediated n rdamedia volume nc rdacarrier Includes bibliographical references and index. 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. Compromise (Law) United States. Negotiation. United States lcc 6 303692 303692 0 0 lcc 0 0 7 7 4 2024-08-16 Donación Oficina de Apoyo Académico de la Escuela de Derecho 0.00 0 KF 9084 .C73 2012 70000000906080 2025-02-26 15:21:37 0.00 2024-08-16 6