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Effective Legal Negotiation and Settlement, Fifth Edition

This new edition of Effective Legal Negotiation and Settlement provides ...


Availability: In Stock
Publisher :Matthew Bender
Format: Single volume, hardbound , BOOK
ISBN: 9780820574943
2005
  $82.00
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    This new edition of Effective Legal Negotiation and Settlement provides readers with a thorough understanding of the psychological, sociological, and communicational factors that meaningfully influence the negotiation process. The author explains the various negotiation stages, and discusses the different bargaining techniques that practitioners are likely to encounter.

    This text covers certain specific bargaining issues, and explores the impact of negotiations involving persons from diverse ethnic backgrounds or of different genders. The author also discusses public and private international bargaining transactions, in recognition of the increased relevance of such transnational interactions. The book reviews the use of neutral mediators to assist negotiators with their interactions, and examines the ethical aspects of the negotiation process.

    This approach provides readers with a greater appreciation of the negotiation process and is designed to enhance their confidence. They will recognize the various tactics they observe and feel more capable of responding effectively to diverse approaches.

    This new Fifth Edition retains the organization of the previous edition but expands on the coverage in that edition and adds new material on many subjects, including the following:
    ● Negotiation from an approach of cooperative problem solving.
    ● The usefulness of mirroring an opponent's body posture and speech patterns.
    ● Client preparation and ascertaining the parties' needs.
    ● The benefits of an apology.
    ● The need for continuing attorney-client interactions.
    ● Emotional appeals and remembering non-settlement alternatives.
    ● The use of deadlines to generate concessions.
    ● Holding separate negotiating sessions with only the clients.
    ● Investing time and effort to entrap an opponent.

    Chapter 1 Introduction
    Chapter 2 Basic Factors Affecting Negotiation
    Chapter 3 Nonverbal Communication
    Chapter 4 Preparing to Negotiate
    Chapter 5 Preliminary Establishment of Negotiator Identities and Overt Tones of Negotiation
    Chapter 6 The Information Phase
    Chapter 7 The Competitive/Distributive Phase
    Chapter 8 The Closing Phase
    Chapter 9 The Cooperative/Integrative Phase
    Chapter 10 Negotiation Games/Techniques
    Chapter 11 Post Negotiation Assessment
    Chapter 12 Psychological Entrapment
    Chapter 13 The Impact of Cultural Differences
    Chapter 14 Frequently Raised Negotiation Issues
    Chapter 15 Judicial Mediation
    Chapter 16 Negotiation Ethics

    Appendix: Negotiation Exercises
    Bibliography
    Index

     

     

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