Bibliography, etc. Note
Includes bibliographical references.
Formatted Contents Note
Introduction / Andrea Kupfer Schneider and Chris Honeyman Learning from your negotiations / Scott R. Peppet and Michael L. Moffitt Fashioning an effective negotiation style : choosing between good practices, tactics, and tricks (GTT framework) / Hal Abramson Techniques of distributive negotiation / Charles B. Craver Reflecting on negotiating while black / Michael Z. Green Gender gaps in negotiation : implications for individuals and organizations / Julia B. Bear and Linda Babcock Negotiating with social intuition / Andrea Kupfer Schneider and Noam Ebner Whole-brain negotiation / Alexandra Crampton Measuring success / Andrea Kupfer Schneider Courting compliance / Chris Guthrie Psychology and persuasion in your negotiation / Donna Shestowsky Your story and mind / Sheila Heen and Douglas Stone Modern consultative sales theory / Ava J. Abramowitz It's more than what you think : moves and turns in negotiation / Jessica Porter and Deborah Kolb Hold the phone : choosing modes of communication / Andrea Kupfer Schneider and Sean McCarthy Email negotiations / Noam Ebner Online negotiation / Orna Rabinovich, Ethan Katsh, and Colin Rule Negotiating attention with the digital generation / Lauren A. Newell How to listen for persuasion / Brian A. Pappas Changing the other party's attitude with high quality listening / Guy Itzchakov and Avraham N. Kluger Negotiating without words / Jeff Thompson, Noam Ebner, and Jeff Giddings Trust and trust repair / Roy J. Lewicki When there's no trust / Moty Cristal Reputation matters / Andrea Kupfer Schneider, Catherine H. Tinsley, and Jack Cambria Negotiation ethics / Art Hinshaw Distributive and procedural fairness perceptions in negotiation / Nancy A. Welsh When it's wise to apologize / Jennifer Gerarda Brown and Jennifer K. Robbennolt How to support forgiveness in the negotiation process / Loren Toussaint and Ellen Waldman Mental health in negotiations : challenges at the table / Elizabeth L. Jeglic and Alexander A. Jeglic Negotiation styles inspired by Chinese wisdom / Eko Y. Liao and Cheryl Q. Zhang Forewarned is forearmed : Sino-Western negotiation pitfalls and tactics / Bee Chen Goh Insights for lawyers from international negotiation / Sanda Kaufman and Eric Blanchot Timing, process, and stages / I. William Zartman Negotiating against a script / Robert Dingwall and Carrie Menkel-Meadow Negotiating in the shadow of adhesive arbitration / Jill I. Gross How to negotiate with constraints : lessons from plea bargaining / Cynthia Alkon Negotiating with the unknown : more common than not? / Maria R. Volpe, Jack Cambria, Hugh McGowan, and Chris Honeyman What lawyers can learn from hostage negotiators / William Donohue Dealing with amygdala hijack : lessons from the martial arts / Joel Lee and James Shanahan The psychology of ethics in negotiation / Jennifer K. Robbennolt and Jean R. Sternlight Lawyers, clients, and informed consent / Jacqueline Nolan-Haley Limited authority to settle / John Wade What lawyers should know about the friendly interpreter / Sanda Kaufman Organizational factors in negotiation / Adrian Borbély and Andrea Caputo Negotiating justice and accountability in dispute system design / Lisa Blombren Amsler Using mediation for advantage / Lela Love and Joseph Stulberg The mediator and you / Chris Honeyman The lawyer as ally and coach / Bernard Mayer The discreet charm of ambiguity / Chris Honeyman Being both a doberman and a diplomat : how to reopen deadlocked negotiations / John Wade Thinking of activism as ADR / Jennifer W. Reynolds Creating an enduring agreement / John H. Wade and Chris Honeyman Pre-dispute and pre-escalation techniques to improve new business relationships / James Groton, Chris Honeyman, and Andrea Kupfer Schneider.
KF9084 .N443 2019
Available in Other Form
Online version: Negotiation essentials for lawyers Chicago : American Bar Association, 2019
Chicago, Illinois : American Bar Association, Dispute Resolution Section,