On and Off the Record: Colosi on Negotiation, 2nd Edition

On and Off the Record: Colosi on Negotiation, 2nd Edition

by Thomas R. Colosi

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Product Details

ISBN-13: 9780943001555
Publisher: American Arbitration Association
Publication date: 12/01/2001
Series: American Arbitration Association
Edition description: New Edition
Pages: 121
Product dimensions: 6.00(w) x 1.25(h) x 9.00(d)

Table of Contents

Foreword
To the Reader
Introduction
Part I: Approaching the Negotiation Process
Part II: The Structure of Negotiation
Part III: Putting it all Together
Part IV: The Fundamentals of Table Behavior
Part V. Negotiation and Dispute Resolution
Summary and Conclusion
Appendix A: Time Line Management
Appendix B: On Mediation
Appendix C: Styles of Persuasion
Appendix D: The Iceberg Principle
Appendix E: Skills, Responsibilities, and Tasks of the Negotiator
Appendix F: Tom Colosi's 10 Commandments of Negotiation
Bibliography

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