Craver, Charles B. creator author text nju New Providence, NJ LexisNexis--Matthew Bender ©2012 2012 7th edition. monographic eng

print

xxxix, 430, [88] pages : illustrations, forms ; 26 cm 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. general Charles B. Craver. Includes bibliographical references and index. Compromise (Law) United States Negotiation United States KF 9084 .C73 2012 9780769848983 PUCPR 120216 20250314152603.0 ocn988615439 eng