Problems, Readings, and Materials on the Lawyer as a NegotiatorWest Publishing Company, 1977 - Всего страниц: 484 |
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Стр. 13
... position . In stage two , parties begin reconnoitering alternative solu- tions that fall between the extreme demands of each . To do this , they shift from talking about their own position and begin gathering information about the ...
... position . In stage two , parties begin reconnoitering alternative solu- tions that fall between the extreme demands of each . To do this , they shift from talking about their own position and begin gathering information about the ...
Стр. 125
... position . 2. Reveal a minimum position . 3. Reveal both minimum and target position . In my opinion , the first approach is by far best , but unfortunate- ly sellers are rarely nice enough to let a negotiator get away without revealing ...
... position . 2. Reveal a minimum position . 3. Reveal both minimum and target position . In my opinion , the first approach is by far best , but unfortunate- ly sellers are rarely nice enough to let a negotiator get away without revealing ...
Стр. 138
... position of the hard - lin- er . 12. Invoke law or justice . To a surprising extent , lawyers are impressed with the citation of authority , and laymen tend to be over- whelmed by a reference to a case or statute . If your adversary ...
... position of the hard - lin- er . 12. Invoke law or justice . To a surprising extent , lawyers are impressed with the citation of authority , and laymen tend to be over- whelmed by a reference to a case or statute . If your adversary ...
Содержание
ACKNOWLEDGEMENTS XVII | 1 |
THEORETICAL MODELS OF NEGOTIATION | 7 |
SATISFACTION THEORY | 62 |
Авторские права | |
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Часто встречающиеся слова и выражения
ABA Canon ABA Opinion accept adjudication adversary adversary process adversary system agenda agree agreement American American Bar Association amount Arusha behavior Casebook chicanos claim claimant client collective bargaining commitment committee communication concession conduct consider contract counsel court culture defense attorney demand discussion dispute dispute-negotiation duty effect employer ethical example expected fact factors faith feel game theory gotiation injury insurance company interest involved Japanese Japanese Americans judge jury labor negotiations lawsuit lawyer legal negotiation liability litigation matter ment Mexican Americans negotiation process nonverbal nonverbal communication norms offer opponent opponent's outcome parties payoff person plaintiff plaintiff's attorney plea bargaining position possible practice principle Prisoner's Dilemma problem professional proposal question reason refusal relations relationship represent response role rules settle settlement situation social stereotypes strategy strike suggest supra note tactics technique threat tion trial union verdict