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LEGAL NEGOTIATIONS BACKGROUND
Gerald R Williams Negotiation as a Healing Process
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accept action adversary adversary system African American agreement alternative anger approach assertiveness BATNA behavior buyer coalition commitment communication competitive concessions conflict context cooperative Copyright court culture deal decision depends discussion dispute resolution distributive bargaining effective emotional ethical European American evaluation example expected fact feel gender Getting to YES goals individual integrative bargaining interaction interests involved issues law school lawyer and client legal negotiations Leigh Thompson less litigation loss aversion mediation Mexican American mutual negotiating style negotiation process norms offer one's opponent outcome participants parties party's percent person plaintiff position possible preferences problem professional question rational reactance relationship reservation price response result risk Roger Fisher role rules seller settlement side side's situation skills social solutions stereotype stereotype threat strategy suggests tactics tend threat tiation tiator tion tit for tat trial understand women