Negotiation (Hardcover, 1)

Editor’s Introduction Introduction Part I: Laying a Theoretical Groundwork 1. What is Negotiation? 2. Conducting a Negotiation- Interpersonal Skills 3. Preparation and Planning Part II: Observing a Negotiation in Practice 4. The Stages of the Negotiation Process 5. Transcript of a Personal Injury Negotiation Part III: Practical Exercises for the Reader 6. Case Studies for Negotiation Practice 7. Beyond the Basic Approach 8. Improvement and Self Evaluation 9. Comments on Case Studies