Legal Negotiation: Theory and Practice (Coursebook)

Gifford’s Legal Negotiation: Theory and Practice includes an extensive teacher’s manual packed with simulation problems and other classroom exercises. This edition of the classic negotiation text is specifically designed to teach students how to negotiate in the actual practice of law but derived from the ongoing research of social science, law, and business school scholars. Sample dialogue illustrates specific negotiation tactics. It includes discussion of both the influence of race, gender, and nationality on the process of bargaining and alternative dispute resolution. The text also: Teaches law students practical techniques needed to negotiate more effectively; focus is on lawyer as negotiator Describes competitive negotiation tactics and more collaborative approaches, such as effective problem-solving and cooperative tactics Includes a teacher’s manual with classroom exercises keyed to topics considered in class, as well a