书目详细信息
： Effective legal negotiation and settlement /
书目信息 机读格式(MARC)
| ISBN： | 9781422429532 (pbk.) |
|---|---|
| ISBN： | 1422429539 (pbk.) |
| 编目源： | DLC DLC DLC CIBTC |
| 地理区域代码： | n-us--- |
| 个人名称： | Craver, Charles B. |
| 题名： | Effective legal negotiation and settlement / Charles B. Craver. |
| 版本说明： | 6th ed. |
| 索书号： | D90-055/C898=6E |
| 出版发行项： | Newark, NJ : LexisNexis, c2009. |
| 载体形态： | 1 v. (various pagings) ; 26 cm. |
| 书目附注： | Includes bibliographical references (p. 398-431) and index. |
| 格式化内容附注： | 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. |