June 01, 2012

Law Practice Is Negotiation

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

From The Lawyer’s Guide to Negotiation, 2nd edition, chapter 1

  • Find out what could constrain your freedom as a negotiator.
  • Learn the four essential questions of negotiation.

Law practice is negotiation. Whether you are attempting to conclude an acquisition agreement, trying to settle a personal injury claim, or conferring with a client about pending legal matters, you are negotiating. In the final analysis, all of a lawyer’s legal training and professional expertise is directed toward one objective—solving the client’s problems. Negotiation is the primary tool for doing just that. Consequently, lawyers who cannot effectively negotiate cannot effectively practice law.

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