TY  - BOOK
AU  - Craver, Charles B.
TI  - Effective legal negotiation and settlement
SN  - 9780769848983
AV  - KF 9084 .C73 2012
PY  - 2012///
CY  - New Providence, NJ
PB  - LexisNexis--Matthew Bender
KW  - Compromise (Law)
KW  - United States
KW  - Negotiation
N1  - 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
ER  -