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Five steps to maximizing dollars when the objective is money
Author(s) -
Krivis Jeffrey,
Zadeh Mariam
Publication year - 2008
Publication title -
alternatives to the high cost of litigation
Language(s) - English
Resource type - Journals
eISSN - 1549-4381
pISSN - 1549-4373
DOI - 10.1002/alt.20209
Subject(s) - human settlement , order (exchange) , focus (optics) , computer science , operations research , psychology , social psychology , marketing , sociology , business , mathematics , finance , history , archaeology , physics , optics
Jeffrey Krivis and Mariam Zadeh , of Los Angeles, focus on communication styles in order to improve settlements. The authors provide four tables of keywords that identify the way people get their points across. These signals allow negotiators to meet their adversaries on their opponents' terms, and provide improved results for their own clients.