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Book Cover
Author Spegel, Nadja

Title Negotiation : theory and techniques / Nadja M. Spegel, Bernadette Rogers, Ross P. Buckley
Edition First edition
Published Sydney : Butterworths, 1998
Chatswood, N.S.W. : Butterworths, 1998


Location Call no. Vol. Availability
Description ix, 212 pages ; 25 cm
Series Butterworths skills series
Butterworths skills series.
Contents 1. Introduction: the framework for negotiation.--2. Introducing a constructivist approach to negotiation.--3. Preparation.--4. At the negotiating table.--5. Ethics in negotiation.--6. Developing a respect for conflict.--7. People are different.--8. Communication - the key to connecting with others.--9. From power to persuasion.--10. The black letter law of negotiation
Summary "Negotiation is the principal day-to-day activity of most lawyers. Whether conducted with the other side, with one's own clients, or with others such as employees or governmental authorities, negotiations resolve the vast majority of disputes and differences. Yet, traditionally, lawyers have not been trained in the art of negotiating. This book addresses that gap in legal education. The author's present a 'constructivist approach' to negotiations that will equip practsing and prospective lawyers with a range of approaches for different situations."--BOOK COVER
Notes Includes index
Bibliography Includes bibliographical references and index
Subject Conciliation (Civil procedure) -- Australia.
Mediation -- Australia.
Negotiation -- Australia.
Author Buckley, Ross P.
Rogers, Bernadette.
LC no. 00001395
ISBN 040931126X