Annual Member
| Author | Guernsey, Thomas F |
|---|---|
| Title | A practical guide to negotiation / Thomas F. Guernsey |
| Imprint | South Bend, IN : National Institute for Trial Advocacy, c1996 |
| Descript | xii, 148 p. : ill. ; 25 cm |
Negotiating strategies and styles -- The Ten stage negotiation -- The Social psychology of negotiation -- Preparing and planning for the negotiation -- Opening discussions: ice breaking and setting the agenda -- Informantion bargaining -- Exchange -- Crisis and outcome -- Ethical considerations
| LOCATION | CALL# | STATUS |
|---|---|---|
| Law Library (3rd Floor) | K/US.577 G836 1996 | CHECK SHELVES |
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