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The lawyer's guide to negotiation

Author: Xavier M Frascogna; H Lee Hetherington; American Bar Association. General Practice, Solo, and Small Firm Section.
Publisher: Chicago, Ill. : General Practice, Solo & Small Firm Section, ABA, ©2009.
Edition/Format:   Print book : English : 2nd edView all editions and formats
Summary:
"We first want to thank those individuals ... making this third edition of 'The lawyer's guide to negotiation : a strategic approach to better contracts and settlement's [sic] a reality."--Acknowledgements.

Previous edition (2001) has subtitle : A strategic approach to better contracts and settlements.

First edition, 1984, titled : Negotiation strategy for lawyers by X.M. Frascogna and H. Lee Hetherington.

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Document Type: Book
All Authors / Contributors: Xavier M Frascogna; H Lee Hetherington; American Bar Association. General Practice, Solo, and Small Firm Section.
ISBN: 9781604425789 1604425784
OCLC Number: 569552670
Notes: Previous edition has subtitle: A strategic approach to better contracts and settlements.
Includes index.
Description: v, 239 pages ; 23 cm
Contents: Law practice is negotiation --
The power of leverage --
Personal negotiating style : how leverage is used --
Preparation : the essential ingredient for success --
Opening moves : how to seize control of the negotiation --
Maintaining control at every stage of the negotiation --
Tactical negotiating ploys that can improve your bargaining position --
The role of correspondence --
Counterattacking --
Fallback strategy : a systematic approach to dealing with setbacks --
Closing --
Deal making : guidelines for successful business negotiation --
Negotiating lawsuit settlements.
Responsibility: X.M. Frascogna, Jr. and H. Lee Hetherington.

Abstract:

Negotiation is by far the most frequently used device to resolve conflicts and claims. This book dispels some long-held negotiation myths while offering lawyers a consistent and effective approach to  Read more...

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