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book jacket
Author Craver, Charles B.

Title Effective legal negotiation and settlement / Charles B. Craver.

Published New Providence, NJ : LexisNexis, 2012.
Edition 7th ed.
 Law Library - First Floor  KF9084 .C7 2012     AVAILABLE
Descript xxxix, 430, [88] p. ; 26 cm.
Bibliography Includes bibliographical references (p. Biblio 1-44) and index.
Contents Basic factors affecting negotiation -- Verbal & 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 -- International negotiations -- Mediation/assisted negotiation -- Negotiation ethics.
Subject Compromise (Law) -- United States.
Practice of law -- United States.
Negotiation -- United States.
ISBN 9780769848983 (pbk.)
0769848982 (pbk.)