000			01746cam a2200313Ma 4500
001			ocn988615439
003			PUCPR
005			20250314152603.0
008			120216s2012 njuak g 001 0 eng d
020			_a9780769848983 _qpaperback
035			_a(OCoLC)988615439 _z(OCoLC)858600344
040			_aPUCPR _beng _erda
041			_heng
049			_acicg
050		4	_aKF 9084 _b.C73 2012
100			_aCraver, Charles B. _9214199 _eauthor
245	1	0	_aEffective legal negotiation and settlement / _cCharles B. Craver.
250			_a7th edition.
260			_aNew Providence, NJ : _bLexisNexis--Matthew Bender, _c©2012.
300			_axxxix, 430, [88] pages : _billustrations, forms ; _c26 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references and index.
505	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.
650		0	_aCompromise (Law) _zUnited States.
650		0	_aNegotiation. _zUnited States
942			_2lcc _c6
999			_c303692 _d303692