Effective Legal Negotiation and Settlement, Eighth Edition

Synopsis

Basic Factors Affecting Negotiation -- Verbal And Nonverbal Communication -- Preparing To Negotiate (establishing Limits And Goals) -- The Preliminary Stage (establishing Negotiator Identities And Tone For Interaction) -- The Information Stage (value Creation) -- The Competitive/distributive Stage (value Claiming) -- The Closing Stage (value Solidifying) -- The Cooperative/integrative Stage (value Maximizing) -- Negotiating Games/techniques -- Post Negotiation Assessment -- Frequently Raised Negotiation Issues -- Psychological Entrapment -- The Impact Of Ethnicity And Gender -- Transnational Negotiations -- Mediation/assisted Negotiation -- Negotiation Ethics. Charles B. Craver, Freda H. Alverson Professor Of Law, George Washington University. Includes Bibliographical References And Index.