Negotiation and Lawyers

Negotiation and Lawyers is a 2020 book that applies negotiation theory to negotiation practice, focusing on the creation and claiming of value. It provides insights into the impact of racial inequity and implicit bias in negotiation and is ideal for 2-3 credit courses or shorter, intensive programs.

Format: Paperback / softback
Length: 188 pages
Publication date: 30 May 2021
Publisher: West Academic Publishing

Negotiation and Lawyers is a comprehensive guide that delves into the latest scholarly insights and applies them to the diverse tasks undertaken by negotiators. Written in 2020, the book is particularly relevant in the current era, considering the heightened role of technology in negotiations due to the impact of the recent pandemic. Moreover, it sheds light on the significant implications of racial inequity and implicit bias in negotiation, offering valuable insights for practitioners.

The book aims to equip lawyers with the essential concepts, skills, and strategies necessary for success in negotiation. It challenges the traditional approach to teaching negotiation styles and presents negotiation as a dynamic process involving two fundamental tasks: creating and claiming value. Recognizing that negotiators often prioritize one task over the other, the book supports both schools of thought and encourages practitioners to develop a comprehensive skill set.

To enhance negotiation abilities, the book emphasizes the importance of practicing skills such as active listening, effective framing, and perspective-taking. It also delves into the art of preparing for negotiations, enabling negotiators to make strategic, intentional, and ethical decisions. Furthermore, negotiators must acknowledge the impact of human factors, including emotions, cognitive biases, identity, perceptions, racial inequity, and implicit bias, on the negotiation process.

In addition to human factors, the book explores the use of various modes of technology in negotiation, recognizing the changing landscape of communication and collaboration. It provides practical guidance on how to navigate technology-mediated negotiations effectively, ensuring that practitioners remain competitive and adaptable in today's fast-paced business environment.

Negotiation and Lawyers is an invaluable resource for law students, practicing lawyers, and anyone interested in improving their negotiation skills. Its concise and engaging style makes it suitable for 2-3 credit courses or shorter, intensive programs. By incorporating the latest research and practical insights, the book equips readers with the tools they need to succeed in complex negotiations, promote fairness, and achieve mutually beneficial outcomes.

Weight: 246g
Dimension: 154 x 228 x 12 (mm)
ISBN-13: 9781647083403