PREFACE
TABLE OF CASES
Chapter 1. Negotiation in law practice
A.Introduction
B.Repressnting clients in legal negotiation
C. Basic types of legal negotiations
Chapter 2. Case evaluation,substantive preparation for legal nego-tiations,and working with the client
A.Case evaluation skills among lawyers
B.Basic elements of case value
C.Case evaluation methods
C.case evaluation methods-continued
D.Goals,interests,target points,minimum dispositions,the "best alternative to a negotiated agreement,"and working with the client
E.Other legal aspects that should be Con-sidered prior to entering into negotia-tions
F.legal disputes that should not be nego-tiated
F.Legal disput es that should not be nego-tiated-continued
Chapter 3.The basic negotiating "styles"and "strategies"and the "stages"of legal negotiation
A.legal negotiating styles
B.Legal negotiating strategies
C.Combinations of styles and strategies
D.Stages of legal negotiation
D.stages of legal negotiation-continued
Chapter 4. opening the negotiation,Bar-gaining,information ex-change,tactiecs,and per-suasion
A.environmental considerations and ground rules for negotiating-contin-ued
B.opening the negotiation and making of the case,making arguments,and inventing options
C.presenting a favorable conceptualzation of the case,mking arguments,and inventing options
D.communication and information ex-change during negotiating sessions
E.Reacting to offers
F.truth in legal negotiation
G.intimidation
H.Face saving
I.transference factors
J.threats and promises
K.conflict escalation and entrapment
L.Negotiating breaks and restarting stalled negotiations
M.Dealing with irritating,ineffective com-petitive negotiators
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