The Theory and Practice of Representative Negotiation
Instructor Review Copy

The Theory and Practice of Representative Negotiation

Colleen M. Hanycz, Trevor Farrow, Frederick Zemans
Available

Emond Publishing presents a welcome new title in the field of negotiation, The Theory and Practice of Representative Negotiation. With a highly respected line-up of contributors and a strong Canadian focus, this book will be of great interest not just to the law community, but to practitioners, professors, and students in any discipline where strong representative skills are essential.

Highly accessible, this book blends the key ingredients of theoretical and experiential learning. With attention paid to ethics and professional responsibility, the authors allow students to consider the inherent risks and potential gains associated with various approaches to strategic negotiations.

In addition to the main author team, the book features chapter contributions from Michael Coyle, Paul Emond, Delee Fromm, Michelle LeBaron, and Andrew Pirie.

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$87.00
  • ISBN/ISSN: 978-1-55239-264-5
  • Status: Available
  • Cover: Softcover
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$97.00
  • ISBN/ISSN: 978-1-55239-264-5
  • Status: Available
  • Cover: Softcover

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$78.00
  • ISBN/ISSN: 978-1-77462-028-1
  • Status: Available
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$65.00
  • ISBN/ISSN: 978-1-77462-027-4
  • Status: Available
This is for a new product being sold on a Final Sale basis. No returns will be accepted.

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ISBN
978-1-55239-264-5
Page Count
336
Publisher
Emond Publishing
Publication Date
August 2007
Status
Available
Subjects
ADR, Mediation, and Arbitration
Tags
Higher Education Other

Chapter 1: An Introduction to Representative Negotiation
Chapter 2: Representative Negotiation
Chapter 3: Introduction to the Negotiation Process Model
Chapter 4: Strategic Negotiation: Moving Through the Stages
Chapter 5: Representative Negotiators of Integrity
Chapter 6: Shapeshifters and Synergy: Toward a Culturally Fluent Approach to Representative Negotiation
Chapter 7: Power and Negotiation
Chapter 8: Gender and Negotiation
Chapter 9: Emotion in Negotiation
Chapter 10: The Essential Role of Communication in Negotiation
Chapter 11: Critiques of Settlement Advocacy

Index

  • All Files (.zip)
  • Memo on Teaching Negotiation
  • Chapter Outlines: Chapters 1–11
  • Planning Documents
  • Simulations
  • Further Materials

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