Negotiation

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.

List 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

Product details

• Authors: Diana Tribe, Tribe Diana
• Publisher: Taylor & Francis Ltd.
• Languages: English
• Product format: Hardback
• Released: 30.05.2025
• EAN: 9781041061878
• ISBN: 978-1-0-4106187-8
• No. of pages: 142
• Series: Routledge Revivals
• Subjects: Social sciences, law, business > Law > General, dictionaries; LAW / General, Legal profession: general, Legal profession / practice of law: general, Negotiation;Disputes;Verbal Skills;Client Communication