The lawyer's guide to negotiation /
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| Format: | Book |
| Language: | English |
| Published: |
Chicago :
ABA, General Practice, Solo, and Small Firm Division,
c2009
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| Edition: | 2nd ed |
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Table of Contents:
- Law practice is negotiation
- The power of leverage
- Personal negotiating style: how leverage is used
- Preparation: the essential ingredient for success
- Opening moves: how to seize control of the negotiation
- Maintaining control at every stage of the negotiation
- Tactical negotiating ploys that can improve your bargaining position
- The role of correspondence
- Counterattacking
- Fallback strategy: a systematic approach to dealing with setbacks
- Closing
- Deal making: guidelines for successful business negotiation
- Negotiating lawsuit settlements