Effective Legal Negotiation and Settlement 8E
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This book includes a comprehensive conceptual framework for the negotiation process. The author provides readers with a thorough understanding of the psychological, sociological, and communicational factors that meaningfully influence negotiation encounters.
Effective Legal Negotiation and Settlement explores various negotiation stages, emphasizes the importance of verbal and nonverbal communication, and discusses the different bargaining techniques negotiators are likely to encounter. This Seventh Edition also explores the impact of negotiations involving persons from diverse ethnic backgrounds or of different genders. Public and private international bargaining transactions, in recognition of the increased relevance of such transnational interactions, receive expanded treatment in this edition. The author also reviews the use of neutral mediators to assist negotiators with their interactions, and explains the ethical aspects of the negotiation process.
The comprehensive nature of Effective Legal Negotiation and Settlement provides readers with a thorough appreciation of the negotiation process and is designed to enhance their bargaining confidence. They will understand the different stages and the objectives to be achieved in each. They will also recognize the various tactics they observe and feel more capable of responding effectively to those diverse approaches.
A Teacher's Manual describes different course methodologies, and provides alternative teaching exercises and a number of negotiation exercises.
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Table of Contents
Chapter 1 Introduction
Chapter 2 Basic Factors Affecting Negotiation
Chapter 3 Verbal and Nonverbal Communication
Chapter 4 Preparing to Negotiate (Establishing Limits and Goals)
Chapter 5 The Preliminary Stage (Establishing Negotiator Identities and Tone for Interaction)
Chapter 6 The Information Stage (Value Creation)
Chapter 7 The Competitive/Distributive Stage (Value Claiming)
Chapter 8 The Closing Stage (Value Solidifying)
Chapter 9 The Cooperative/Integrative Stage (Value Maximizing)
Chapter 10 Negotiating Games/Techniques
Chapter 11 Post Negotiation Assessment
Chapter 12 Frequently Raised Negotiation Issues
Chapter 13 Psychological Entrapment
Chapter 14 The Impact of Ethnicity and Gender
Chapter 15 International Negotiations
Chapter 16 Mediation/Assisted Negotiation
Chapter 17 Negotiation Ethics
Appendix: Negotiation Exercises