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Skills & Values: Legal Negotiating

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eBook :epub
3rd Edition
ISBN: 9781632847645
Published: December 07, 2009
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Skills & Values: Legal Negotiating is one of the first titles in the new Skills & Values Series and is now in its third edition. The books in this new series are designed to enable professors to assign supplementary practice-oriented material to enrich their students' traditional study. Each book in the series includes robust online content that is delivered through Web Courses. The content for the Teacher's Manual is also posted to the supporting Web Course. The online components of these books add an exciting dimension because they are designed to teach the current media-saturated generation of students in ways that are more effective for them. Skills & Values: Legal Negotiating is designed to demonstrate how individuals actually negotiate. Coverage addresses:

  • Different stages of the negotiation process;
  • The various negotiation techniques students are likely to encounter in practice;
  • Impact of negotiator styles on bargaining interactions;
  • Importance of nonverbal communication;
  • Ways in which gender-based stereotypes may affect bargaining encounters;
  • The unique aspects of telephone and e-mail interactions;
  • Plea bargaining negotiations;
  • International business and human rights negotiations;
  • Multi-party interactions;
  • Ethical issues negotiators are likely to encounter; and
  • Mediation.

It thus makes it easy for negotiation students to comprehend how bargaining interactions develop and to appreciate the different factors that affect those encounters. The materials are designed to allow students to self-assess, thus enhancing the learning experience while allowing professors maximum flexibility to choose the level of their own engagement.

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
General Information - Parker v. Davidson
Confidential Information - Plantiff Parker
Confidential Information - Defendant Davidson
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