This book is an excellent resource for law students learning negotiation skills in clinical courses and for practicing attorneys who want to enhance their negotiation proficiency. The book explores the three basic negotiator styles: the “win-lose” competitive/adversarial style; the “win-win” cooperative/problem-solving style; and the “WIN-win” competitive/problem-solving style. It describes the five stages of the negotiation process and the psychological factors that influence bargaining interactions and also covers applicable legal rules and economic principles. The book finally explores the impact of abstract reasoning skills, emotional intelligence, and negotiator gender and race on bargaining interactions. The appendixes include transcripts from lawyer-to-lawyer negotiations.

Legal Negotiating (Coursebook)

Craver, Charles

Williams, Gerald

Legal Education

West Academic Publishing

Designed for use with any casebook, the fourth edition has been expanded and updated, including the Genetic Information Nondiscrimination Act of 2008, anti-discrimination laws, health benefits, privacy in employment, OSHA, workers’ compensation, restrictive covenants, wrongful discharge, unemployment compensation, and pensions.

Employment Law (Hornbooks)

Rothstein, Mark

Shoben, Elaine

Schroeder, Elinor

Business

LABOR RELATIONS LAW: CASES AND MATERALS 10TH EDITION032700929210TH EDITIONHARDCOVERTHEODORE ST. ANTOINE, CHARLES CRAVER, MARION CRAINLEXIS NEXIS GROUP, 19991187 PAGESIN AS NEW CONDITION. COVER IS VERY GOOD AND PAGES ARE EXCELLENT

Labor Relations Law: Cases and Materials (Michie Contemporary Legal Education Series)

Politics & Social Sciences

Antoine, Theodore

Crain, Marion

Politics & Government

Lexis Law Publishing (Va)

Nearly every professional interaction you have during your career will involve a negotiation of some sort. Whether you're closing a million-dollar deal with a client, bargaining over your own terms of employment, or delegating duties among your coworkers, the key to successful negotiation is possessing intelligence. But intelligence doesn't mean just having smarts. It means knowing your opponents inside and out: how they respond under stress, what tricks they try to pull to catch you off guard, and how to negotiate a fair deal that makes both sides happy. It means knowing what they will ask for before they ask, what they are willing to give before they give, and where they will draw the line before they walk away from the table. The Intelligent Negotiator is your complete and practical guide to understanding and mastering effective negotiating skills. Author and negotiation expert Charles Craver goes beyond the basic principles of negotiation and gets down to the nitty-gritty steps of the process, including what kinds of clothes to wear to help you succeed, where to sit in a room during an important negotiation, what questions to ask, how to listen and watch effectively, how to present your offers, and, most importantly, when to give and when to take. Mr. Craver has taught the ins and outs of effective negotiation to more than 60,000 professionals from around the globe over the past 25 years. In this easy-to-use book, he reveals his never-fail techniques that will give you the confidence and persuasiveness of a seasoned pro. You'll discover how to: ·Identify the different types of negotiating techniques, when to use each one, and how to counter them ·Close a deal properly to avoid last-minute demands ·Walk away from a deal without losing your cool ·Prepare for the unexpected, master the mental game, and avoid psychological entrapment ·Understand the different stages of the negotiation process and what to do in each ·And much, much more Packed with interactive exercises, insightful anecdotes from the author's own career, and invaluable lessons on building a personal negotiating style, this is your complete guide to bargaining and deal-making the right way—with intelligence.

The Intelligent Negotiator: What to Say, What to Do, How to Get What You Want--Every Time

Business & Money

Economics

Prima Lifestyles

This book includes a comprehensive conceptual framework for the negotiation process. The author provides readers with a thorough understanding of the psychological, sociological, and communicational factors that meaningfully influence negotiation encounters. Effective Legal Negotiation and Settlement explores various negotiation stages, emphasizes the importance of verbal and nonverbal communication, and discusses the different bargaining techniques negotiators are likely to encounter. This Seventh Edition also explores the impact of negotiations involving persons from diverse ethnic backgrounds or of different genders. Public and private international bargaining transactions, in recognition of the increased relevance of such transnational interactions, receive expanded treatment in this edition. The author also reviews the use of neutral mediators to assist negotiators with their interactions, and explains the ethical aspects of the negotiation process. The comprehensive nature of Effective Legal Negotiation and Settlement provides readers with a thorough appreciation of the negotiation process and is designed to enhance their bargaining confidence. They will understand the different stages and the objectives to be achieved in each. They will also recognize the various tactics they observe and feel more capable of responding effectively to those diverse approaches.

Effective Legal Negotiation and Settlement

Reference

Carolina Academic Press

Skills &amp; Values: Alternative Dispute Resolution is designed to give students both theory and practical application for the skills and values which come into play during the various forms of alternative dispute resolution, including negotiation, mediation, collaborative law and arbitration. It may be successfully used as a as a stand-alone course book or as a practical supplement to a standard text. Each chapter focuses on a different aspect of the dispute resolution process. The idea is to read the material and then test and develop knowledge through exercises and simulations. Skills &amp; Values: Alternative Dispute Resolution actively encourages self-reflecting after each exercise Many attorneys go from case to case without ever reflecting on what they learned from the interactions. By doing this consciously in the beginning, students can train themselves to internalize the process, making them more intentional lawyers.

Skills & Values: Alternative Dispute Resolution: Negotiation, Mediation, Collaborative Law, and Arbitration (Skills & Values Series)

Garvey, John

Rules & Procedures

Business persons negotiate regularly, even when they do not appreciate the fact they are negotiating, and many individuals employed in the business world have had minimal training with respect to this fundamental skill. This book carefully explores the relevant aspects of bargaining interactions. Topics include the impact of negotiator styles on encounters, negotiation preparation, establishing rapport, ethics, and value maximizing, to name just a few topics. It also addressing transnational dealings and the reasons they may differ from wholly domestic encounters.

The Art of Negotiation in the Business World

This casebook has a 1994 Supplement (available directly from the Publisher; 81 pages, 6.50), and a statutory companion volume, Labor Relations Law in the Public Sector: Selected State and Federal Statutes, 1991 Edition.

Labor Relations Law in the Public Sector : Cases and Materials, Fourth Edition, 1991

Edwards, Harry T.

Clark, R. Theodore

Lexis Pub.

Management & Leadership

Crown Currency

This book is designed for use in a one-semester course that focuses on the group of alternative dispute resolution procedures. This new edition features new and expanded treatment of mediation. The main highlights of this new edition include:
• Expanded treatment of mediation confidentiality, including recent cases and hypotheticals that make this important area more teachable; • Expanded treatment of the enforcement of agreements to mediate, including newer cases that articulate the difficult issues raised by enforcement questions; • New material and cases on court-annexed mediation, including cases dealing with confidentiality rules in court-connected mediation and materials that critique the styles used by judges and other professionals who mediate pending cases; and • Inclusion of new arbitration material including cases dealing with unconscionability and class action arbitration.
As was true with prior editions of the book, the authors of Alternative Dispute Resolution use the case method to present arbitration and mediation materials. Negotiation material is presented in a textual style that necessarily eschews cases.

Alternative Dispute Resolution: The Advocate's Perspective: Cases and Materials

Deason, Ellen

Brunet, Edward

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