Full Description
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.
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
