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Lawyer Negotiation Theory Practice and Law 3rd Edition by Jay Folberg, Dwight Golann 9781454852063 1454852062

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Lawyer Negotiation Theory Practice and Law 3rd Edition Jay Folberg Digital Instant Download

Author(s): Jay Folberg
ISBN(s): 9781454852063, 1454852062
Edition: 3
File Details: PDF, 2.87 MB
Year: 2016
Language: english
SKU: EB-10017236 Category: Tag:

Lawyer Negotiation Theory Practice and Law 3rd Edition by Jay Folberg, Dwight Golann – Ebook PDF Instant Download/Delivery: 9781454852063, 1454852062

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Product details:

ISBN 10: 1454852062

ISBN 13: 9781454852063

Author: Jay Folberg, Dwight Golann

Designed to prepare law students to negotiate knowledgeably and successfully as lawyers representing clients, Lawyer Negotiation: Theory, Practice, and Law, Third Edition, features an integrated approach that combines theory, skills, negotiation strategy, ethics, and law. A very readable, interesting, and lively text for any law school Negotiation course, this book reflects the authorsand#39; experience as negotiators, mediators, ADR teachers, and trainers. Interesting notes, thoughtful problems and provocative questions throughout the text raise practical negotiation challenges and policy issues. Excerpts from other leading authors are included, allowing for diverse ideas to be presented on negotiation techniques, and eliminating the need for supplemental material. In addition, examples are included from cases, literature, and the authorsand#39; files.

Key Features:

  • Retains the same popular format as previous editions while incorporating user recommendations.
  • Updated and new excerpts from leading experts presenting different views on practice challenges.
  • Fresh notes and examples.
  • Additional coverage on causes of conflict, heuristics, the role of emotions, and decision science.
  • New material on telephone, email, and cyber negotiation
  • More helpful advice for effectively representing clients and negotiating in mediation

Table of contents:

Chapter 1 Negotiation and conflict

Chapter 2 Perception, fairness, psychological traps, and emotions

Chapter 3 Competitive and cooperative negotiation

Chapter 4 Selecting a negotiation style and combining approaches

Chapter 5 Negotiation step by step: the beginning

Chapter 6 Negotiation step by step: the middle

Chapter 7 Negotiation step by step: the end

Chapter 8 Telephone and cyber negotiation

Chapter 9 Gender, culture, and race

Chapter 10 Negotiation ethics

Chapter 11 The law of negotiation

Chapter 12 Obstacles to agreement and mediation assistance

Chapter 13 Negotiating in a mediation

Chapter 14 Negotiation limits and settlement policy

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Tags: Jay Folberg, Dwight Golann, Lawyer, Negotiation