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Negotiation Inns of Court School of Law

Negotiation By Inns of Court School of Law

Negotiation by Inns of Court School of Law

Condition - Very Good
Out of stock


Provides a treatment of the skills needed to be an effective legal negotiator. This work discusses how to structure a negotiation to achieve a successful outcome as well as provides detailed and comprehensive guidance on how to use and respond to arguments, offers, demands, strategies, and tactics.

Negotiation Summary

Negotiation: 2006-2007 by Inns of Court School of Law

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.

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. Appropriate dispute resolution; Appendix: Case studies; Suggested reading

Additional information

Negotiation: 2006-2007 by Inns of Court School of Law
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

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