From the Book - Fourth edition.
Negotiation in law practice
"Effective" and "ineffective" legal negotiators, legal negotiating "styles" and "strategies," and the "stages" of legal negotiations
Planning, preparation, and working with the client
Opening the negotiation, bargaining, information exchange, tactics, and persuasion
Reaching agreement or "final breakdown," wrapping up the details, drafting the agreement, interpreting the settlement, fairness, and defects in settlements.
