Advanced negotiation and mediation theory and practice : a realistic integrated approach /
A la cabeza del título: NITA
Thomas F. Guernsey, Paul J. Zwier.
- [South Bend, IN] : National Institute for Trial Advocacy, c2005.
- xiv, 216 p. : il. ; 26 cm.
- NITA practical guide series .
- NITA practical guide series. .
Incluye referencias bibliográficas (p. 199-211) e índice.
Preface.-- 1. Negotiating strategies and styles.-- 2. The Eleven Stage negotiation mediation.-- 3. The social psychology of negotiation.-- 4. Preparing and planning for the negotiation involving the client.-- 5. Opening discussions: ice breaking and setting the agenda.-- 6. Information bargaining. -- 7. Exchange.-- 8. Crisis and outcome.-- 9. Crisis and outcome.-- 10. Multi-party negotiation.-- 11. Cultural considerations and negotiations.-- 12. Ethical considerations and planning worksheet.-- Post negotiation worksheet.-- Selected bibliography.-- Index.
9781556819506
Resolución de disputas (Derecho) Negociación. Mediación.