| 000 | 01272nam a2200205 a 4500 | ||
|---|---|---|---|
| 001 | 1109804 | ||
| 005 | 20260608170741.0 | ||
| 008 | 931019s1993 vau b 001 0 eng | ||
| 020 | _a9781558340596 (pbk) | ||
| 082 | _a340.028 CRA | ||
| 100 | 1 | _aCraver, Charles B. | |
| 245 | 1 | 0 |
_aEffective legal negotiation and settlement / _cCharles B. Craver |
| 250 | _a2nd ed. | ||
| 260 |
_aCharlottesville : _bMichie Co., _c1993. |
||
| 300 |
_axxi, 381 p. ; _c24 cm. |
||
| 505 | _aChapter 1. Introduction- Chapter 2. Basic factors affecting negotiations- Chapter 3. Nonverbal communication- Chapter 4. Preparing to negotiate- Chapter 5. Preliminary establishment of negotiator identities and overt tone of negotiations- Chapter 6. The information phase- Chapter 7. Phase the competitive/distributive- Chapter 8. The closing phase- Chapter 9. The cooperative/integrative phase- Chapter 10. Negotiation games/techniques- Chapter 11. Post negotiation assessment- Chapter 12. Psychological entrapment- Chapter 13. The impact of cultural differences- Chapter 14. Frequently raised negotiation issues- Chapter 15. Judicial mediation- Chapter 16. Negotiation ethics- Index. | ||
| 650 | 0 |
_aCompromise (Law) _zUnited States. |
|
| 650 | 0 | _aNegotiation. | |
| 942 |
_2ddc _cBK |
||
| 999 |
_c10057 _d10057 |
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