Negotiation Appropriate Process and Problem Solving

Name: Negotiation Appropriate Process and Problem Solving
Price: 15.48 USD
Availability: InStock
ISBN: 9781454802648

ISBN-10: 1454802642

ISBN-13: 9781454802648

Edition: 2nd 2014 (Revised)

Authors: Carrie J. Menkel-Meadow, Andrea Kupfer Schneider, Lela Porter Love

List price: $285.95

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Book details

List price: $285.95
Edition: 2nd
Copyright year: 2014
Publisher: Wolters Kluwer Legal & Regulatory U.S.
Publication date: 3/1/2014
Binding: Paperback
Pages: 672
Size: 7.00" wide x 9.50" long x 1.00" tall
Weight: 2.838
Language: English



Summary of Contents



Concepts and Models of Negotiation



Conflict Theory: Concepts of Conflict and Negotiation



Preparing and Making Your Case



Integrative Negotiation: Expanding the Pie and Solving the Problem



Distributive Bargaining: Dividing the Pie and Mixed Models



Skills for Negotiation



Working with Your Client: Interviewing, Counseling, and Representing



Relating to Your Counterpart: Reputation, Trust, Rapport, and Power



Working with Your Counterpart: Understanding, Listening, Emotions, and Apology



Recognizing and Responding to Barriers in Negotiation



Dealing with Differences: Culture, Gender, and Race



Law and Ethics in Negotiation



Ethics in Negotiation



The Law of Negotiation



Complex Negotiation Processes



Multiparty Negotiation



International Negotiation



Facilitated Negotiation: Mediation for Negotiators