Negotiation
著者
書誌事項
Negotiation
Oxford University Press, c2002-
- 2002/2003
- 2003/2004
- 2004/2005
- 2005/2006
- 2007/2008
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注記
Includes index
内容説明・目次
- 巻冊次
-
2007/2008 ISBN 9780199212231
内容説明
Negotiation deals comprehensively with the challenging task of becoming a successful legal negotiator. Every lawyer must gain the skills necessary to master the art of negotiation, and so this manual takes the student through a step-by-step guide on how to prepare and conduct a negotiation. It provides clear explanations of strategies and tactics as well as accounts of the psychological and behavioural influences that can affect the outcome of a negotiation. Each stage of the negotiation process is dealt with in detail so the student can approach it with confidence. The pre-negotiation preparation, from identifying the context and parties' objectives to planning, formulating and evaluating an argument, is dealt with first. This is followed by an examination of best practice when dealing with information exchange, concessions, and decisions on an appropriate strategy, providing thorough preparation for situations that are common to professional life. Negotiation includes an account of the possible risks and difficulties likely to be encountered in a negotiation, and the student is given tips on contingency planning and common mistakes.
Case studies are also used to demonstrate techniques and to allow students to test their knowledge.
目次
- 1. Introduction to negotiation
- 2. The essentials of negotiation
- 3. Style, strategy and tactics
- 4. Legal negotiations
- 5. Preparation and planning - an overview
- 6. Understanding the context
- 7. Analysis - objectives
- 8. Persuasion - the role of argument
- 9. Analysis - formulating arguments
- 10. Information exchange
- 11. Preparation - concessions
- 12. Planning your strategy
- 13. Planning the structure
- 14. Considering possible tactics
- 15. Communicating effectively
- 16. Conducting an effective negotiation
- 17. Dealing with difficulties
- 18. Recording and enforcing a negotiated agreement
- 19. Assessing negotiation skills
- 20. How ADR is changing the role and skills of lawyers
- Appendix: Case studies
- Suggested reading
- 巻冊次
-
2002/2003 ISBN 9780199255030
内容説明
Most lawyers, whatever their field of practice, negotiate with others to get their job done. Many lawyers will be involved in the legal negotiations that are an inevitable part of the litigation process. Negotiation skills are therefore a vital part of a lawyer's repertoire. A complex and challenging intellectual activity, it takes considerable skill and experience to get what you want from the different situations where negotiation skills are called for. Internationally it is recognized that negotiation skills can be taught, can be learned, and can be developed. This manual gives the reader a thorough grounding in the theory of negotiation. It includes material on the different contexts and types of negotiation, the different bargaining strategies and tactics that can be used, the various techniques of persuasion, as well as insight into the different cognitive influences that can affect how we negotiate. Also included are practical chapters covering the basic methods of preparation that are required in order to negotiate successfully, including a detailed analysis of the negotiation process itself.
- 巻冊次
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2003/2004 ISBN 9780199262281
内容説明
Negotiating is a complex and challenging skill and a fundamental part of the work of all lawyers. To be effective, you must understand the psychology which underpins the various strategies and tactics used when negotiating, and be able to use this understanding effectively. This manual provides a comprehensive guide to negotiating effectively based on an understanding of the factors which influence legal negotiations and research on what is and is not effective. It combines clear explanations of the strategies and tactics used with detailed practical guidance on how to prepare and conduct a negotiation. Detailed and comprehensive guidance is given on how to structure a negotiation and how to use and respond to argument, offers, demands, strategies and tactics to achieve a successful outcome. Case studies are included to assist you to test your ability to use the various negotiation techniques effectively.
目次
- 1. The essentials of negotiation
- 2. Legal negotiations
- 3. Taking instructions from your Client
- 4. Analysis, argument, and evaluation
- 5. Concession planning
- 6. Negotiation strategies
- 7. Structuring the negotiation
- 8. Planning your strategy and structure
- 9. Using and responding to tactics
- 10. Conducting the negotiation
- 11. Drawing up and recording settlements
- 12. Assessing negotiation skills
- 13. Skills transferable to advocacy and mediation
- 巻冊次
-
2004/2005 ISBN 9780199272938
内容説明
Negotiating is a complex and challenging skill and a fundamental part of the work of all lawyers. To succeed as a lawyer, you must be able to negotiate effectively. To be effective, you must understand the psychology which underpins the various strategies and tactics used when negotiating. You must also be able to use this understanding effectively. This Manual provides a comprehensive guide to negotiating effectively based on an understanding of the factors which influence legal negotiations and research on what is and is not effective. It combines clear explanations of the strategies and tactics used with detailed practical guidance on how to prepare and conduct a negotiation. Detailed and comprehensive guidance is given on how to structure a negotiation and how to use and respond to argument, offers, demands, strategies, and tactics to achieve a successful outcome. Case studies are included to assist you to test your ability to use the various negotiation techniques effectively.
目次
- 1. The essentials of negotiation
- 2. Legal negotiations
- 3. Taking instructions from your Client
- 4. Analysis, argument, and evaluation
- 5. Concession planning
- 6. Negotiation strategies
- 7. Structuring the negotiation
- 8. Planning your strategy and structure
- 9. Using and responding to tactics
- 10. Conducting the negotiation
- 11. Drawing up and recording settlements
- 12. Assessing negotiation skills
- 13. Skills transferable to advocacy and mediation
- 巻冊次
-
2005/2006 ISBN 9780199281541
内容説明
Negotiating is a complex and challenging skill, and a fundamental part of the work of all lawyers. To succeed as a lawyer, you must be able to negotiate effectively. To be effective, you must understand the psychology which underpins the various strategies and tactics used when negotiating. You must also be able to use this understanding effectively. The ability to negotiate is becoming increasingly important for lawyers with the use of alternative forms of dispute resolution which emphasise non-adversarial methods of resolving disputes. This manual is a guide to negotiating effectively based on an understanding of the factors which influence legal negotiations and research on what is and is not effective. It combines clear explanations of the strategies and tactics used with detailed practical guidance on how to prepare and conduct a negotiation. Guidance is given on how to structure a negotiation and how to use and respond to argument, offers, demands, strategies and tactics to achieve a successful outcome. Case studies are included to assist in the testing of ability to use the various negotiation techniques effectively.
目次
- 1. The essentials of negotiation
- 2. Legal negotiations
- 3. Taking instructions from your Client
- 4. Analysis, argument, and evaluation
- 5. Concession planning
- 6. Negotiation strategies
- 7. Structuring the negotiation
- 8. Planning your strategy and structure
- 9. Using and responding to tactics
- 10. Conducting the negotiation
- 11. Drawing up and recording settlements
- 12. Assessing negotiation skills
- 13. Skills transferable to advocacy and mediation
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