000			01894nam a2200337Ia 4500
001			297157
003			OCoLC
005			20160527203339.0
008			091202s2009 ilu 001 0 eng c
010			_z2008022202
020			_a9781604425789
020			_a1604425784
035			_a(OCoLC)472193275
040			_aPUCPR
049			_acicg
050	1	4	_aKF 300 _b.F7 2009
100	1		_aFrascogna, Xavier M. _998697 _2Local
245	1	4	_aThe lawyer's guide to negotiation _cX.M. Frascogna, Jr. and H. Lee Hetherington.
250			_a2nd ed.
260			_aChicago _bABA, General Practice, Solo & Small Firm Division _cc2009.
300			_av, 239 p. _c23 cm.
500			_a"This third edition of The Lawyer's guide to negotiation: a strategic approach to better contracts and settlement's [sic]"--P. v.
500			_aRev. ed. of: The lawyer's guide to negotiation : a strategic approach to better contracts and settlements.
500			_aIncludes index.
505	0		_aLaw 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.
650		0	_aPractice of law _zUnited States. _9153200 _2Local
650		0	_aNegotiation _9141895 _2Local
650		0	_aAttorney and client _zUnited States. _955872 _2Local
700	1		_aHetherington, H. Lee _d1948- _9110534 _2Local
710	2		_aAmerican Bar Association. _bGeneral Practice, Solo & Small Firm Division. _952025 _2Local
999			_c216281 _d216281