Negotiation encourages students to develop the skills that will enable them to become successful legal negotiators. Guidance on each stage of the negotiation process, including how to use and respond to arguments, offers, demands, strategies, and tactics, ensures that trainee barristers gain the confidence to successfully conduct negotiations.
Negotiation is a skill that is fundamental to the success of any lawyer. Once the art of negotiation is mastered, a lawyer can use the skill to their advantage and achieve the best possible outcome for their client. Negotiation has been specifically designed to provide trainee barristers with the knowledge, guidance, and practise that will enable them to become proficient in the art of negotiation. The manual provides practical guidance on how to prepare for every aspect of negotiation effectively, including how to counter and use psychological influences. It covers the full range of tactics and strategies that can be adopted in a negotiation emphasising the advantages and disadvantages of each approach. The manual teaches the reader how to conduct a successful negotiation, covering matters that are likely to arise in any negotiation whilst also giving specific guidance on how to deal with particularly difficult negotiating situations. Realistic case studies and examples are contained throughout and are designed to encourage the reader to apply the knowledge that they have acquired to different scenarios in order to perfect their negotiation skills.Negotiation is essential reading for all trainee barristers, and is also a useful reference source for junior practitioners wishing to refresh or refine their negotiating skills.
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This manual is edited by Margot Taylor, Solicitor, Principal Lecturer, The City Law School
Table of 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. Adapting skills for Alternative Dispute Resolution; Appendix: Case studies; Suggested reading
Negotiation: 2008-2009 by The City Law School
The City Law School
Used - Very Good
Oxford University Press
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.