Skills & Values: Legal Negotiating

Skills & Values: Legal Negotiating is one of the first titles in the new Skills & Values Series. The books in this new series are designed to enable professors to assign supplementary practice-oriented material to enrich their students' traditional study.
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4th Edition
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ISBN: 9781531017828
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To purchase a printed version of this title, please visit www.caplaw.com.This book explores one of the most basic skills employed by lawyers on a regular basis: negotiation. They negotiate with their colleagues, clients, and on behalf of clients with other parties. It is a book that can be used as the primary text in a negotiations class or as one of several books. It explores the six distinct stages of bargaining interactions and various negotiating tactics attorneys might use. It covers various psychological factors likely to influence bargaining interactions, plus the possible impact of ethnicity and gender on such endeavors. It has separate chapters covering plea bargaining, transnational interactions, human rights negotiations, and multi-party dealings. It also covers important ethical issues negotiators are likely to encounter. Negotiating exercises are included at the end of chapters to demonstrate the specific areas covered in those chapters.

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Table of contents

Chapter 1 INTRODUCTION
Chapter 2 SILENT NEGOTIATION EXERCISE
Chapter 3 NEGOTIATION PROCESS
Chapter 4 NEGOTIATION TECHNIQUES
Chapter 5 POST-NEGOTIATION ASSESSMENTS
Chapter 6 PRE-NEGOTIATION SAME SIDE GROUP EVALUATIONS
Chapter 7 INFLUENCE OF NEGOTIATOR STYLES
Chapter 8 IMPACT OF PROCESS ON POST-NEGOTIATION FEELINGS
Chapter 9 NONVERBAL COMMUNICATION
Chapter 10 DEALING WITH ZERO-SUM EXERCISES
Chapter 11 IMPACT OF ANCHORING
Chapter 12 IMPACT OF PSYCHOLOGICAL FACTORS
Chapter 13 IMPACT OF GENDER ON NEGOTIATIONS
Chapter 14 TELEPHONE AND E-MAIL
Chapter 15 INTERNATIONAL BUSINESS
Chapter 16 HUMAN RIGHTS NEGOTIATIONS
Chapter 18 NASA DECISION-MAKING EXERCISE
Chapter 19 MEDIATION
Chapter 20 ETHICAL DILEMMAS
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