Effective Legal Negotiation and SettlementThis book provides readers with a thorough understanding of the psychological, sociological, & communicational factors that meaningfully influence the negotiation process. The author explains the various negotiation stages, & discusses the different bargaining techniques that practitioners are likely to encounter. \ Teacher's Manual available.\ |
Contents
BASIC FACTORS AFFECTING NEGOTIATIONS | 11 |
NONVERBAL COMMUNICATION | 33 |
Sitting on the Edge of Ones Chair | 40 |
Copyright | |
30 other sections not shown
Common terms and phrases
able accept achieve actually adjudications adversaries advocates agree agreement alternatives approach appropriate attempt attorneys avoid bargaining interactions bargaining process Bastress behavior beneficial blocking techniques Brer Rabbit circumstances clients Closing Stage competitive competitive/adversarial Competitive/Distributive Stage concessions conciliators conduct consider cooperative Cooperative/Integrative Stage cultures defendant develop disclose disclosure disputants dollar auction Douglas Chemical effectively employ endeavor enhance exchanges explore fact feel formulate frequently high context culture indicate individuals induce Information Stage initial involved issues lawyers Legal Negotiating legal representatives less litigation low context culture manner mediators minimize Mutt and Jeff mutual accords needs and interests negotiation process neutral intervenors nonsettlement nonverbal signals objective obtain opening offers opponents opposing counsel options participants parties permit persons plaintiff position changes proposals questions recognize regarding respect response Rubin seemingly sessions settlement conferences side side's suggest tactics telephone tend tion Track II Diplomacy transactions usually verbal leaks winner's curse
References to this book
Mediation: Struktur, Chancen und Risiken von Vermittlung im Konflikt Stefan Breidenbach No preview available - 1995 |