The legal negotiator : a handbook for managing legal negotiations more effectively
著者
書誌事項
The legal negotiator : a handbook for managing legal negotiations more effectively
Longman Professional, 1991
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注記
Includes bibliographical references (p. 162-163) and index
内容説明・目次
内容説明
Adopting a legal approach, "The Legal Negotiator" lays out the basic concepts of the negotiation process and applies them to legal operations, thereby ensuring that lawyers become aware of the extent to which negotiation permeates legal practice. Written to provide lawyers with the framework to develop their skills in this important area, this book should be used as a checklist prior to negotiations. It includes examples which demonstrate the techniques that can be employed and explains the procedures step-by-step. It is aimed at all legal practitioners.
目次
- Part 1 Introduction: lawyers and negotiation
- awareness
- a systematic approach. Part 2 Negotiation preparation: content
- process. Part 3 Preparation - simplified model. Part 4 Special negotiation skills: communication in negotiation
- tactics and counters
- deadlock breaking
- concession making and gaining
- options rehearsal technique using active role reversal
- the lawyer as mediator.
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