TY  - BOOK
AU  - Frascogna,Xavier M.
AU  - Hetherington,H.Lee
ED  - American Bar Association.
TI  - The lawyer's guide to negotiation
SN  - 9781604425789
AV  - KF 300 .F7 2009
PY  - 2009///
CY  - Chicago
PB  - ABA, General Practice, Solo & Small Firm Division
KW  - Practice of law
KW  - United States
KW  - Local
KW  - Negotiation
KW  - Attorney and client
N1  - "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
ER  -