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Negotiation essentials for lawyers / Andrea Kupfer Schneider, Chris Honeyman, editors.
- Format:
- Book
- Language:
- English
- Subjects (All):
- Dispute resolution (Law)--United States.
- Dispute resolution (Law).
- Negotiation--United States.
- Negotiation.
- Practice of law--United States.
- Practice of law.
- Attorney and client--United States.
- Attorney and client.
- Physical Description:
- 1 online resource (336 pages)
- Edition:
- First edition.
- Place of Publication:
- Chicago, Illinois : American Bar Association, [2019]
- Summary:
- Negotiation Essentials for Lawyers, edited by Andrea Kupfer Schneider and Chris Honeyman, offers a comprehensive exploration of negotiation strategies specifically tailored for legal professionals. The book is structured into multiple sections focusing on individual negotiation styles, communication strategies, trust-building, ethical considerations, and the dynamics of group negotiations. It provides insights into negotiation from psychological, cultural, and procedural perspectives. The editors aim to distill key negotiation concepts to be easily applicable for legal practitioners, enhancing their ability to effectively negotiate in various legal contexts. Intended for attorneys and law students, this book serves as both an educational resource and practical guide, underscoring the importance of negotiation skills in the legal field. Generated by AI.
- Contents:
- Cover
- Half Title
- Title Page
- Copyright Page
- Contents
- Acknowledgments
- PART I Working with Individuals
- SECTION I Introduction
- 1 Introduction Andrea Kupfer Schneider and Chris Honeyman
- 2 Learning from Your Negotiations Scott R. Peppet and Michael L. Moffitt
- SECTION II All About You
- 3 Fashioning an Effective Negotiation Style: Choosing between Good Practices, Tactics, and Tricks (GTT Framework) Hal Abramson
- 4 Techniques of Distributive Negotiation Charles B. Craver
- 5 Reflecting on Negotiating While Black Michael Z. Green
- 6 Gender Gaps in Negotiation: Implications for Individuals and Organizations Julia B. Bear and Linda Babcock
- 7 Negotiating with Social Intuition Andrea Kupfer Schneider and Noam Ebner
- 8 Whole-Brain Negotiation Alexandra Crampton
- SECTION III Making Your Case
- 9 Measuring Success Andrea Kupfer Schneider
- 10 Courting Compliance Chris Guthrie
- 11 Psychology and Persuasion in Your Negotiation Donna Shestowsky
- 12 Your Story and Mine Sheila Heen and Douglas Stone
- 13 Modern Consultative Sales Theory Ava J. Abramowitz
- 14 It’s More Than What You Think: Moves and Turns in Negotiation Jessica Porter and Deborah Kolb
- SECTION IV Strategies of Communication
- 15 Hold the Phone: Choosing Modes of Communication Andrea Kupfer Schneider and Sean McCarthy
- 16 Email Negotiations Noam Ebner
- 17 Online Negotiation Orna Rabinovich, Ethan Katsh, and Colin Rule
- 18 Negotiating Attention with the Digital Generation Lauren A. Newell
- 19 How to Listen for Persuasion Brian A. Pappas Generated by AI.
- Notes:
- Title from eBook information screen..
- Includes bibliographical references and index.
- Description based on publisher supplied metadata and other sources.
- Part of the metadata in this record was created by AI, based on the text of the resource.
- Description based on print version record.
- ISBN:
- 9781641054812
- 1641054816
- OCLC:
- 1431980629
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