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Negotiation (Paperback)

Negotiation (Paperback), Second Edition View Table of Contents and Introductory Material
Negotiation (Paperback): Theory and Practice, Second Edition

Negotiation (Paperback)

Theory and Practice

Second Edition

$85.00 516 pp paper

Tags: ADR/Negotiation/Mediation

This is the 2018 paperback printing of the book published in 2007.  

This successor volume to Understanding Negotiation is a valuable resource for understanding the dynamics, strategies, and ethics of negotiating. This revised and updated edition includes two entirely new chapters on topics that are seldom covered in basic negotiation texts—gender and culture in negotiation and multiparty negotiation. The book offers law students the tools they need to develop effective legal negotiating skills. In addition to the foundational topics of distributive and integrative bargaining, Professor Nelken addresses the psychology of the negotiating process and, of particular importance to future attorneys, ethical issues and the lawyer-client relationship. Each chapter begins with introductory material from the author to provide a framework for understanding the readings that follow. The readings are a broad selection of the best scholarship in the area, including both classic texts and excellent research from other disciplines that is generally unfamiliar to lawyers.

Complimentary Copy RequestIf you are a professor teaching in this field you may request a complimentary copy.

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