Buch, Englisch, 142 Seiten, Format (B × H): 138 mm x 216 mm, Gewicht: 610 g
Reihe: Routledge Revivals
Buch, Englisch, 142 Seiten, Format (B × H): 138 mm x 216 mm, Gewicht: 610 g
Reihe: Routledge Revivals
ISBN: 978-1-041-06187-8
Verlag: Taylor & Francis
First published in 1993, Negotiation places recent theoretical work on legal negotiation in a practical context. Negotiation skills are essential to every lawyer. Dealing chapter by chapter with planning for negotiation, verbal and non-verbal skills for the negotiator and the stages of a typical negotiation, the reader is invited to practice negotiation through an analysis of a real life negotiation transcript and a variety of case studies of increasing complexity. This is an important book for students of legal studies.
Zielgruppe
Postgraduate
Autoren/Hrsg.
Weitere Infos & Material
Editor’s Introduction Introduction Part I: Laying a Theoretical Groundwork 1. What is Negotiation? 2. Conducting a Negotiation- Interpersonal Skills 3. Preparation and Planning Part II: Observing a Negotiation in Practice 4. The Stages of the Negotiation Process 5. Transcript of a Personal Injury Negotiation Part III: Practical Exercises for the Reader 6. Case Studies for Negotiation Practice 7. Beyond the Basic Approach 8. Improvement and Self Evaluation 9. Comments on Case Studies
