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BASIC FACTORS EFFECTING
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able accept achieve actually advantage adversaries advocates agreement alternatives approach appropriate attitudinal bargaining attorneys bargaining interactions bargaining process Bastress BATNA behavior beneficial Blocking Techniques Brer Rabbit carefully circumstances Closing Stage competitive competitive/adversarial Competitive/Distributive Stage concessions consider cooperative cooperative/problem-solving credibility deception defendant demands disclose disclosure discussions disingenuous effectively employ encounter endeavor enhance exchange expect Expected Value fact factors feel formulate frequently important indicate individuals induce Information Stage initial offers involved issues lawyers less likelihood listen litigation manner ment Mutt and Jeff mutual accords needs and interests negotiation process nonsettlement options nonverbal communication nonverbal signals objective obtain offeror opening offers oppo opponent's opponents opposing counsel participants parties permit persons plaintiff position changes possible prepared proficient proposals questions recipients recognize representatives respect response seemingly settlement settlement offers side side's speakers suggest tactics telephone tend threats tion tive topics transaction transaction costs underlying usually verbal leaks winner's curse