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Problems and Cases in Interviewing, Counseling, and Negotiation

These materials are divided into two-parts--exercises and problems. The introductory exercises are designed to focus attention on basic communications skills which are crucial in the interviewing/counseling or negotiation setting.
Publisher: NITA
Print Book :Third Edition, Perfect Bound
$45.00
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ISBN: 9781556810718
Publisher: NITA
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These materials are divided into two-parts--exercises and problems. The introductory exercises are designed to focus attention on basic communications skills which are crucial in the interviewing/counseling or negotiation setting. The purpose of these exercises is to isolate and to develop these basic communication skills before attempting full scale interviewing/counseling or negotiation problems. The exercises are followed by interviewing/counseling or negotiation problems. Some of them are based on the Potter v. Shrackle and State v. Diamond case files. Each problem contains basic information known to all participants. These problems are designed as tools for "learning by doing".

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Table of Contents

TABLE OF CONTENTS


Introduction


Format for Evaluation of Counseling Performance


Interviewing/Counseling Exercises



1. Introductory Exercise I

2. Introductory Exercise II

3. Non-Verbal Communication

4. Fact-Gathering

5. Open/Closed Questions

6. Listening Skills I

7. Listening Skills II

8. Judgmental Statements

9. Pre-Interview Preparation

10. Interviewing & Counseling Demonstration


Interviewing/Counseling Problems


A. Initial Client Interviews


11. Seth Green

12. Ben Buyer

13. Joe Wilder

14. Angela Ramirez

15. Harold Balbach/Sally Clark

16. Jack Remington

17. Stephanie Curtis

18. Steve Phillips


B. Witness Interviews


19. Alice Mallory (Potter v. Shrackle)

20. Peter Flynn (State v. Green)

21. Ronald Sims (State v. Remington)

22. Steve Harris (State v. Diamond)


C. Preparation for Deposition


23. Charles Shrackle (Potter v. Shrackle)

24. Angela Ramirez (Ramirez v. Stone)


D. Counseling Regarding Settlement


25. Seth Green (State v. Green)

26. Jeffrey Potter (Potter v. Shrackle)

27. Jeffrey Potter (Potter v. Shrackle)

28. Bertha Waters (Waters v. XYZ Insurance Co.)


Negotiation: Choices and Control


A. Introduction

B. The Personality of the Negotiator and Approaches to Negotiation

C. Interactions Between Lawyer and Client

D. Ethical Constraints

E. The Two Negotiation Approaches

F. Adversarial/Competitive Approach

G. The Cooperative/Problem Solving Approach

H. Elements Common to Competitive and Cooperative Bargaining

I. Negotiation Planning

J. Assessment of the Other Party During Negotiation

K. Conclusion


Format for Evaluation of Negotiation Performance


Negotiation Exercises



29. Listening Skills I

30. Listening Skills II

31. Non-Verbal Communication

32. Pre-Negotiation Preparation

33. Negotiation Ethics


Negotiation Problems


34. Randall Hotels and Atlantic Supply

35. State v. Green

36. Lease of Real Property

37. House Sale

38. ARI v. Stone Instruments

39. Harrison Discount v. Martin Surplus

40. Ewing v. Valley Marine

41. Martin v. Stone

42. State v. Diamond

43. Newman v. Popcheck

44. Green v. Hall and Rose

45. U.S. v. Howell, Peters and Hobson

46. Potter v. Shrackle

47. The Metal Mining Negotiation

48. Matson v. Donaldson

49. Steam Locomotive Negotiation


Case Files


Potter v. Shrackle

State v. Diamond