NEGOTIATION MYTHS: HOW NEGOTIATING IS LIKE GOLF

Oct 30, 2012 By: Charles B. Craver

When I teach continuing legal education courses on Effective Legal Negotiation, I am amazed by two significant negotiation myths. The first is

TENSION BETWEEN VALUE CREATION AND VALUE CLAIMING

Oct 25, 2012 By: Charles B. Craver

During every bargaining interaction, the parties work to create value to enable them to maximize the joint returns generated. Once they ascertain

NEGOTIATING OVER THE TELEPHONE

Oct 23, 2012 By: Charles B. Craver

A substantial portion of legal negotiations take place over the telephone. Individuals often wing it on the phone since the other side

LEGAL NEGOTIATION ETHICS

Oct 11, 2012 By: Charles B. Craver

Joe Plaintiff and Sarah Defendant get together to negotiate about the settlement of a law suit. Joe Plaintiff is authorized to accept

LEGAL NEGOTIATION: IMPORTANCE OF NEGOTIATION PROCESS

Oct 9, 2012 By: Charles B. Craver

Many individuals find bargaining interactions to be highly stressful experiences. As a result of their anxiety, they behave in an unpleasant manner.

THE ENDOWMENT EFFECT

Sep 27, 2012 By: Charles B. Craver

Transactional negotiators endeavoring to buy or sell commodities or trying to enter into licensing arrangements should appreciate the impact of the endowment

CLOSING THE DEAL

Sep 13, 2012 By: Charles B. Craver

When negotiators approach actual agreements, they enter a delicate portion of their interaction – the Closing Stage. If they get this far,

LEGAL NEGOTIATION: UNDERSTANDING VERBAL AND NONVERBAL SIGNALS

Sep 4, 2012 By: Charles B. Craver

The precise language employed by individuals during bargaining interactions can be quite revealing. For example, if a person says she “cannot go

PREPARATION BEFORE NEGOTIATION

Aug 9, 2012 By: Charles B. Craver

The most important stage of any bargaining interaction takes place before the opposing parties even begin to interact with each other –

WHY CHILDREN ARE GREAT NEGOTIATORS

Aug 2, 2012 By: Charles B. Craver

Everything you need to know to be a great negotiator you learned before kindergarten! Children are born with basic needs and limited

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