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Product details:
- Edition number 1
- Publisher Routledge
- Date of Publication 8 July 2026
- ISBN 9781041061885
- Binding Paperback
- No. of pages142 pages
- Size 216x138 mm
- Language English 700
Categories
Short description:
First published in 1993, Negotiation places recent theoretical work on legal negotiation in a practical context. Negotiation skills are essential to every lawyer.
MoreLong description:
First published in 1993, Negotiation places recent theoretical work on legal negotiation in a practical context. Negotiation skills are essential to every lawyer. Dealing chapter by chapter with planning for negotiation, verbal and non-verbal skills for the negotiator and the stages of a typical negotiation, the reader is invited to practice negotiation through an analysis of a real life negotiation transcript and a variety of case studies of increasing complexity. This is an important book for students of legal studies.
MoreTable of Contents:
Editor’s Introduction Introduction Part I: Laying a Theoretical Groundwork 1. What is Negotiation? 2. Conducting a Negotiation- Interpersonal Skills 3. Preparation and Planning Part II: Observing a Negotiation in Practice 4. The Stages of the Negotiation Process 5. Transcript of a Personal Injury Negotiation Part III: Practical Exercises for the Reader 6. Case Studies for Negotiation Practice 7. Beyond the Basic Approach 8. Improvement and Self Evaluation 9. Comments on Case Studies
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