Legal Negotiating (Coursebook)

This book is an excellent resource for law students learning negotiation skills in clinical courses and for practicing attorneys who want to enhance their negotiation proficiency. The book explores the three basic negotiator styles: the “win-lose” competitive/adversarial style; the “win-win” cooperative/problem-solving style; and the “WIN-win” competitive/problem-solving style. It describes the five stages of the negotiation process and the psychological factors that influence bargaining interactions and also covers applicable legal rules and economic principles. The book finally explores the impact of abstract reasoning skills, emotional intelligence, and negotiator gender and race on bargaining interactions. The appendixes include transcripts from lawyer-to-lawyer negotiations.