A service of the ABA General Practice, Solo & Small Firm Division

General Practice, Solo & Small Firm DivisionThe Buzz

 

 

DECEMBER

2009

 

Buzz Book

The Lawyer's Guide to Negotiation, Second Edition

By X.M. Frascogna, Jr., and H. Lee Hetherington

As a lawyer, you are negotiating each time you are attempting to finalize an acquisition agreement; trying to settle a personal injury claim; or conferring with a client about pending legal matters. Consider the following:

  • More than 95 percent of all civil claims are concluded by negotiation, not litigation.
  • Of those claims that actually go to trial, only a fraction go to verdict, and of those that do, a substantial portion are settled by negotiation pending appeal.
  • Every conceivable type of business relationship is created by negotiation.
  • The overwhelming majority of inmates currently serving time in U.S. penal institutions are there because of a negotiated plea bargain.

 

Negotiation is by far the most frequently used device to resolve conflicts and claims. This book combines a lawyer's legal training and experience with keen interpersonal skills that achieve tangible results. The Lawyer's Guide to Negotiation dispels some long-held negotiation myths while offering lawyers a consistent and effective approach to establish a framework for any bargaining challenge.



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Product Code: 5150437
Price: $89.75 (Regular)
$75.95  General Practice, Solo and Small Firm Division)
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The Buzz is distributed automatically to members of the ABA General Practice, Solo and Small Firm Division.

© Copyright 2009 American Bar Association.