Summary

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Location	Call #	Volume	Status
LAW General Collection - 2nd Floor	KF300 .F7 2009		DUE 03-08-14 BILLED

Author	Frascogna, Xavier M., 1946-
Title	The lawyer's guide to negotiation / X.M. Frascogna, Jr. and H. Lee Hetherington.
Edition	Second edition.
OCLC	472193275
ISBN	9781604425789
	1604425784
Publisher	Chicago : ABA, General Practice, Solo & Small Firm Division, [2009]
	�2009
Description	v, 239 pages ; 23 cm
LC Subject heading/s	Practice of law -- United States.
	Attorney and client -- United States.
	Negotiation.
Contents	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.
General note	"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.

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