01894nam a2200337Ia 4500 297157 OCoLC 20160527203339.0 091202s2009 ilu 001 0 eng c 2008022202 9781604425789 1604425784 (OCoLC)472193275 PUCPR cicg KF 300 .F7 2009 Frascogna, Xavier M. 98697 Local The lawyer's guide to negotiation X.M. Frascogna, Jr. and H. Lee Hetherington. 2nd ed. Chicago ABA, General Practice, Solo & Small Firm Division c2009. v, 239 p. 23 cm. "This third edition of The Lawyer's guide to negotiation: a strategic approach to better contracts and settlement's [sic]"--P. v. Rev. ed. of: The lawyer's guide to negotiation : a strategic approach to better contracts and settlements. Includes index. Law practice is negotiation -- The power of leverage -- Personal negotiating style : how leverage is used -- Preparation : the essential ingredient for success -- Opening moves : how to seize control of the negotiation -- Maintaining control at every stage of the negotiation -- Tactical negotiating ploys that can improve your bargaining position -- The role of correspondence -- Counterattacking -- Fallback strategy : a systematic approach to dealing with setbacks -- Closing -- Deal making : guidelines for successful business negotiation -- Negotiating lawsuit settlements. Practice of law United States. 153200 Local Negotiation 141895 Local Attorney and client United States. 55872 Local Hetherington, H. Lee 1948- 110534 Local American Bar Association. General Practice, Solo & Small Firm Division. 52025 Local 216281 216281 0 0 lc 0 KF_300_000000000000000__F7_2009 0 cil 361689 7 7 4 2016-05-27 ABA 89.95 449945 0 KF 300 .F7 2009 70000000884582 2016-05-27 00:00:00 r:297157 6