Descripciones mejoradas de Syndetics:

Negotiation is a critical part of any family lawyer s job, meaning that the importance of becoming a better negotiator cannot be overstated. Settlement Negotiation Techniques in Family Law discusses the most important concepts of divorce settlement negotiation techniques to help lawyers and other divorce professionals improve their skills. Well written and logically organized, it offers reasoned and tested approaches that help practitioners understand the many aspects of negotiation, and through this process assist their clients in getting to yes and the opportunity for a better future. This invaluable, clearly written resource is based on the realities of daily legal practice. Beginning with traditional theories and basic concepts of negotiation, the book examines the nuts-and-bolts issues involved in divorce negotiation and settlement. From issues of timing to how to prepare the client for settlement and negotiating with opposing counsel, Gregg Herman offers informed and thoughtful advice based on his years of practice. He also addresses more specialized aspects of divorce negotiation, including: the four-way meeting; planned early negotiation; mediation, collaborative divorce, and cooperative divorce; ethical issues; preparing for the endgame; ten essential rules for negotiating; and much more."

Tabla de contenidos provista por Syndetics

• About the Author(p. xi)
• Acknowledgments(p. xiii)
• Introduction(p. 1)
• Gandhi on Settlement(p. 5)
• Chapter 1 Getting to Yes: Traditional Theory(p. 7)
• Optimal Method of Negotiation(p. 8)
• Four Principles of Principled Negotiation(p. 8)
• BATNAs(p. 12)
• Summary(p. 13)
• Chapter 2 The Basics(p. 15)
• When to Negotiate(p. 15)
• How to Negotiate(p. 17)
• Making the First Offer(p. 19)
• Simplifying the Process(p. 20)
• Order of Negotiation(p. 20)
• Big Picture Versus Little Picture(p. 21)
• Summary(p. 22)
• Chapter 3 Timing(p. 23)
• Stages of Divorce Proceedings(p. 23)
• Importance of Timing(p. 24)
• Timing Issues(p. 25)
• Recognition of the Right Time(p. 26)
• Summary(p. 27)
• Chapter 4 Controlling Emotions(p. 29)
• Emotions: The Positives and the Negatives(p. 30)
• Dealing with Emotions(p. 30)
• Summary(p. 34)
• Chapter 5 Preparing the Client for Settlement(p. 35)
• Convincing a Client to Negotiate(p. 35)
• Preparing Yourself(p. 37)
• The Client Meeting(p. 38)
• The Meeting Agenda(p. 38)
• Establishing Reasonable Goals(p. 40)
• Summary(p. 40)
• Chapter 6 Disclosure(p. 41)
• Benefits of Full Voluntary Disclosure(p. 41)
• Methods of Providing Disclosure(p. 43)
• Summary(p. 44)
• Chapter 7 Positional Negotiation(p. 45)
• Advantages(p. 45)
• Three Positions(p. 45)
• Ultimatum Versus Compromise(p. 48)
• Summary(p. 50)
• Chapter 8 Negotiating with Opposing Counsel(p. 51)
• The "Book" on Opposing Counsel(p. 51)
• Establishing Rapport with Opposing Counsel(p. 52)
• The Intimidating Negotiator(p. 52)
• The Unethical or Untrustworthy Negotiator(p. 53)
• The Cooperative versus Competitive Negotiator(p. 54)
• The Best Friend as Opposing Counsel(p. 54)
• Summary(p. 56)
• Chapter 9 Negotiating with the Pro Se Party(p. 57)
• Negotiation Strategies(p. 57)
• Risks in Negotiating with Attorney Se(p. 60)
• Summary(p. 61)
• Chapter 10 The Four-Way Meeting(p. 63)
• When to Meet and When Not to Meet(p. 64)
• Whose Office?(p. 64)
• Preparing for the Meeting(p. 65)
• The Meeting(p. 66)
• Concluding the Meeting(p. 67)
• Summary(p. 67)
• Chapter 11 The Role of the Judge(p. 69)
• Facilitating Settlement(p. 70)
• Conducting Pretrials(p. 72)
• Meeting with Clients(p. 72)
• Understanding Practicalities(p. 73)
• Summary(p. 73)
• Chapter 12 Planned Early Negotiation(p. 75)
• Prison of Fear(p. 76)
• PEN: Positives and Negatives(p. 78)
• Summary(p. 79)
• Chapter 13 Family Law-Specific Settlement Issues(p. 81)
• Children(p. 81)
• Support(p. 85)
• Summary(p. 87)
• Chapter 14 Mediation(p. 89)
• Reasons for the Success of Mediation(p. 89)
• Pitfalls of Mediation(p. 90)
• Selection of a Mediator(p. 92)
• Preparation for Mediation(p. 93)
• Postsettlement(p. 94)
• Summary(p. 94)
• Chapter 15 Collaborative Divorce(p. 95)
• Agreement to Proceed(p. 97)
• The Disqualification Agreement(p. 98)
• The Role of the Mental Health Professional(p. 98)
• The Role of the Financial Professional(p. 98)
• The Role of the Judge(p. 99)
• Downsides of Collaborative Divorce(p. 99)
• Summary(p. 102)
• Chapter 16 Cooperative Divorce(p. 103)
• Collaborative Divorce: An Overview(p. 103)
• Cooperative Divorce: An Overview(p. 104)
• The Role of the Mental Health Professional(p. 106)
• The Role of the Financial Professional(p. 106)
• The Role of the Judge(p. 107)
• Why Bother with a Cooperative Agreement?(p. 107)
• Summary(p. 108)
• Sample Form: Cooperative Divorce Agreement(p. 109)
• Chapter 17 Creative Settlement Techniques(p. 111)
• Cut the Cookie(p. 111)
• The Buy-Sell Offer(p. 112)
• The Nontrial Trial(p. 113)
• The Joint Recommendation(p. 114)
• Phone a Friend(p. 115)
• The Curse of Too Much Money(p. 116)
• Taking an Issue off the Table(p. 116)
• Acts of Loving Kindness(p. 118)
• Summary(p. 118)
• Chapter 18 Divorce Settlements and Game Theory(p. 121)
• Game Theory Background(p. 121)
• The "Game" of Divorce(p. 122)
• Utilization of Game Theory in Divorce(p. 127)
• Summary(p. 128)
• Chapter 19 Ethical Considerations(p. 129)
• Truthfulness(p. 130)
• Withdrawal(p. 131)
• Collaborative Law(p. 134)
• Respect for the Opposing Side(p. 135)
• Communication with Clients(p. 136)
• Improper Mixing(p. 137)
• Summary(p. 137)
• Chapter 20 Ten Commandments(p. 139)
• Rule One: Be Cordial(p. 140)
• Rule Two: Do Not Give Ultimatums(p. 141)
• Rule Three: Do Not Give Deadlines(p. 141)
• Rule Four: Make Full Disclosure Voluntarily and Freely(p. 142)
• Rule Five: Don't Be Afraid of Taking the First Step(p. 143)
• Rule Six: Never Negotiate Backward(p. 144)
• Rule Seven: Never Refuse to Negotiate(p. 145)
• Rule Eight: Never Get Personal(p. 146)
• Rule Nine: Never Get Angry at a Settlement Proposal(p. 147)
• Rule Ten: Be Prepared!(p. 147)
• Summary(p. 148)
• Chapter 21 The Endgame(p. 149)
• The Client Knows Best(p. 149)
• Footsteps and Last-Minute Agreements(p. 150)
• Judicial Roadblock(p. 150)
• Minting Negotiable Currency(p. 151)
• Money to Warm Cold Feet(p. 151)
• A Few Strains of "Kumbaya"(p. 152)
• Summary(p. 153)
• Chapter 22 Becoming a Better Negotiator(p. 155)
• Read This Book(p. 156)
• Read Other Material(p. 156)
• Watch Other Lawyers(p. 157)
• Take Courses in Negotiating(p. 158)
• Take Courses in Related Skills(p. 158)
• Be Self-Critical(p. 159)
• Get Feedback from Other Attorneys(p. 159)
• Get Feedback from Former Clients(p. 160)
• Be Creative(p. 160)
• Summary(p. 161)
• Index(p. 163)

Notas de autor provistas por Syndetics

Gregg Herman is a shareholder with the law firm of Loeb & Herman, S.C., in Milwaukee, Wisconsin, which practices exclusively family law, concentrating in cases with significant assets or income. Gregg is a Fellow of the American Academy of Matrimonial Lawyers and is on its Board of Governors (2012-2015). He is Board Certified in Family Law Trial Advocacy by the National Board of Trail Advocacy. Gregg was chair of the American Bar Association Family Law Section from August 2007 through August 2008. He was also the Founder of the Cooperative Divorce Institute, Inc. and served as its first chair from 2003-2005 and the founder of the Collaborative Family Law Council of Wisconsin, Inc. and its first State-wide Chair from 2000 to 2001. He is the author of several previous books and is a contributing editor to the American Journal of Family Law.