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General Practice, Solo & Small Firm DivisionThe Buzz






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)
Buy your copy today online or call 800.285.2221.

The Buzz is distributed automatically to members of the ABA General Practice, Solo and Small Firm Division.

© Copyright 2009 American Bar Association.