Negotiation : theory and practice /
Nelken, Melissa L.
Negotiation : theory and practice / Melissa L. Nelken. - 2a. ed. - Newark, NJ : LexisNexis, 2007. - xv, 500 p. : ill. ; 24 cm.
"(Revised and expanded edition. Originally published as Understanding negotiation.)"
Includes bibliographical references.
Legal negotiations: background and context -- Distributive bargaining -- Integrative bargaining -- The tension between integrative and distributive bargaining -- Psychological aspects of negotiation -- Culture and gender in negotiation -- The lawyer-client relationship -- Ethical issues in negotiation -- Mediation: facilitated negotiation -- The next challenge: multiparty negotiation.
1422411621 (pbk.) 9781422411629 (pbk.)
2007009922
Negotiation--United States.
Dispute resolution (Law)--United States.
Mediation--United States.
Attorney and client--United States.
KF 9084 / N419n 2007
Negotiation : theory and practice / Melissa L. Nelken. - 2a. ed. - Newark, NJ : LexisNexis, 2007. - xv, 500 p. : ill. ; 24 cm.
"(Revised and expanded edition. Originally published as Understanding negotiation.)"
Includes bibliographical references.
Legal negotiations: background and context -- Distributive bargaining -- Integrative bargaining -- The tension between integrative and distributive bargaining -- Psychological aspects of negotiation -- Culture and gender in negotiation -- The lawyer-client relationship -- Ethical issues in negotiation -- Mediation: facilitated negotiation -- The next challenge: multiparty negotiation.
1422411621 (pbk.) 9781422411629 (pbk.)
2007009922
Negotiation--United States.
Dispute resolution (Law)--United States.
Mediation--United States.
Attorney and client--United States.
KF 9084 / N419n 2007