General Practice, Solo & Small Firm DivisionMagazine
Volume 17, Number 7
From The Editor Jennifer J. Rose
Terms of Negotiation
The Chair's Corner Wynn A Gunderson
The Art of Negotiation
In the Solution Myer J. (Michael) Cohen
Return to Self-Esteem
The Business of Law® Edward Poll
Raising Your Billing Rates
technology.law J. Michael Jimmerson
Reach Out and Touch Your Client
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The Ten-Minute Negotiator: Bargaining Basics for Busy Lawyers H. Lee Hetherington and X. M. Frascogna, Jr.
Find out how to create a floor and a ceiling; prioritize your wish list into deal points, secondary points, and trade points; and use leverage—uncertainty, time,opportunity, and sanction—to your advantage.
Closing the Deal
Approaching Negotiations: Playing a Cooperative Game Juliet L. Gee
Develop your strategy to change the game from an adversarial one to a cooperative attempt to solve mutual problems.
You’ll find many opportunities to negotiate a resolution to a case that is satisfactory to your client. Here are the top ten factors for getting the other side to the table.
Dispute Resolution: An Evolution
Divorce Settlement Negotiations Gregg Herman
Once you read the ten commandments of domestic negotiations, you’ll be a believer.
Consumers are finding that their banks are changing the terms of customers’ agreements to include ADR provisions that often modify an individual’s right to pursue a matter to a trial by jury. One recent case demonstrates how consumers are fighting back.
In today’s climate of tax consciousness and budget constraints, municipal collective bargaining teams are under pressure to reach a settlement that is satisfactory to the parties yet still responsible to the taxpayers.
The Proper Protocol for Working with Claims Adjusters Clinton E. Miller
Negotiating with a claims adjuster is very much like courting: you must communicate, be receptive, be available, and be perceived as trustworthy and cooperative.
Setting Up a Mediation Practice Roy Nelson
Follow one lawyer’s attempt to set up a mediation practice. His best advice? Don’t quit your day job just yet!
The Long-Term View