xxxv, 313 pages : illustrations ; 19 cm.
Formatted Contents Note
Negotiation in law practice "Effective" and "ineffective" legal negotiators, legal negotiating "styles" and "strategies," and the "stages" of legal negotiations Planning, preparation, and working with the client Opening the negotiation, bargaining, information exchange, tactics, and persuasion Reaching agreement or "final breakdown," wrapping up the details, drafting the agreement, interpreting the settlement, fairness, and defects in settlements.
Bibliography, etc. Note
Includes bibliographical references (page xxvii-xxxiv) and index.
KF9084 .T46 2005
0314154175 paperback alkaline paper 9780314154170 paperback alkaline paper