...the source you trust for practical legal information.
Section Members Save
Members of the Section of Dispute Resolution receive a 20% discount on this book. Join the Section or visit the Section of Dispute Resolution website to learn more about the valuable resources included with your membership.
How can you expect to get good results in a negotiation if you give little thought to who you really are, and to who your counterpart is? Shapiro analyzes the research on identity, showing how you can predict the likely reactions of your counterpart to some kinds of proposals -- as well as your own propensity to avoid some kinds of proposals that might be to your advantage. This chapter should be read in close conjunction with the chapters on internal conflict, psychology and perceptions.
Accessing Your Download after Purchase
Immediately after checkout, the download file(s) will be available in Your Downloads (accessible in the left navigation area of the Web Store when logged in).
