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Negotiation 2007-2008
By
Inns of Court School of Law
Description
* Offers
detailed coverage of all the key aspects of negotiation, such as
preparation, argument formulation, and concession planning, ensuring
that students receive an excellent overview of the field
* Addresses
the psychological and behavioural influences on negotiators and
negotiations within a specifically legal context so that students
learn how to gain maximum benefit from negotiations with a variety of
different individuals
* Contains
examples to demonstrate the use of skills crucial to negotiation, and
includes case studies to test and reinforce the student\\\'s knowledge
New to this edition
* This text
has been updated for 2007-08 to take into account all the most recent
developments in the field
* New chapter
on how ADR is changing the role and skills of lawyers
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.
Readership:
Students studying on the Bar Vocational Course.
Contents
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
Authors, editors, and contributors
The City Law School
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