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Mastering Negotiation

Carolina Academic Press has recently published, Mastering Negotiation, by Michael R. Fowler. The author discusses choosing the best approach to negotiation including the positional bargaining and interest based negotiations. Pre-negotiation issues such as preparing for the negotiation, organizing preparation, and identifying goals are covered in Chapter 2. This book also looks at matters related to initiating talks such as setting an agenda and an constructive tone for the negotiation. There are other chapters that focus on working with interests, ethical negotiations, problem solving, closing the deal, and analyzing alternatives, leverage, and power, among other topics. This book is now on the law library's new titles shelf (located across from the reference desk) (K2390.F69 2017).

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