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AuthorGuernsey, Thomas F
TitleA 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

Contracts -- Compromise Compromise (Law) -- United States Negotiation

Law Library (3rd Floor)K/US.577 G836 1996CHECK SHELVES

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