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Legal Negotiating 1st Edition Williams & Craver

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This is an excellent book for law students learning negotiation skills in clinical courses and for practicing attorneys who want to enhance their negotiation proficiency. The book explores the three basic negotiator styles: (1) the "win-lose" Competitive/ Adversarial Style; (2) the "win-win" Cooperative/Problem-Solving Style; and (3) the "WIN-win" Competitive/Problem-Solving Style. It then describes the five stages of the negotiation process and discusses what negotiators should be doing in each. It describes psychological ...

Legal Negotiating 1st Edition Williams & Craver 2007, West Academic Press, Minnesota

ISBN-13: 9780314066060

2nd Revised edition