The Frascogna, Xavier M. creator Hetherington, H. Lee 1948- American Bar Association General Practice, Solo & Small Firm Division. text ilu Chicago ABA, General Practice, Solo & Small Firm Division c2009 2009 2nd ed. monographic eng

print

v, 239 p. 23 cm. 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. X.M. Frascogna, Jr. and H. Lee Hetherington. "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. Practice of law United States Negotiation Attorney and client United States KF 300 .F7 2009 9781604425789 1604425784 PUCPR 091202 20160527203339.0 297157