Legal Negotiation in a Nutshell. 3rd ed. 2016Available to students & faculty on West Academic.
"Follows the entire process from opening negotiations to settlement. Text first introduces negotiation in law practice and representing a client in legal negotiation. Covers the basic types of legal negotiations, case evaluation, and preparation. Also addresses the types of legal disputes that should not be negotiated. Examines negotiating styles and strategies, as well as the stages of legal negotiation."
Chapter 1. Negotiation in Law Practice
Chapter 2. “Effective” and “Ineffective” Legal Negotiators, Legal Negotiating “Styles” and “Strategies,” and the “Stages” of Legal Negotiations
Chapter 3. Planning, Preparation, and Working with the Client
Chapter 4. Opening the Negotiation, Bargaining, Information Exchange, Tactics, and Persuasion
Chapter 5. Reaching Agreement or “Final Breakdown,” Wrapping Up the Details, Drafting the Agreement, Interpreting the Settlement, Fairness, and Defects in Settlements