Description
Book Synopsis: Negotiation and Lawyers takes the latest scholarly thinking in negotiation and applies it to the various tasks that negotiators do in a way that negotiation practitioners will appreciate. Written in 2020, the book is responsive to the increased role technology plays in the negotiation process due to the recent pandemic and provides important insights into the impact of racial inequity and implicit bias in negotiation.
Negotiation and Lawyers presents the core concepts, skills, and strategies for lawyers to succeed in the art of negotiation. We believe that anyone can improve their negotiating skills by utilizing research and psychology to inform a more intentional and strategic approach, which is what this book does―tailors negotiation theory to negotiation practice. To do this, the authors move away from the prevailing method of teaching negotiation styles; they present negotiation as a process where two fundamental tasks are taking place: the creation and claiming of value. Negotiators tend to think one task is more important than the other, and this book supports both schools of thought. No matter where one stands on this issue, improving one’s ability as a negotiator requires practice in skills such as listening, framing, and perspective-taking as well as understanding how to effectively prepare for negotiation in order to make more strategic, intentional, and ethical decisions. Furthermore, negotiators must acknowledge the impact of human factors in the process―emotions, cognitive biases, identity, perceptions, racial inequity, and implicit bias along with the non-human factors such as how to negotiate using various modes of technology.
This book presents these topics in a succinct manner and is ideal for 2-3 credit courses or shorter, intensive programs including negotiation training programs. At just under 200 pages, readers can easily absorb the core concepts while also having plenty of opportunity for deeper exploration through unique call-out boxes interspersed throughout the text as well as the traditional reflection questions in most textbooks.
Details
Are you looking to enhance your negotiation skills? Look no further! The Negotiation and Lawyers (Career Guides) book is your ultimate guide to becoming a master negotiator. This book, written in 2020, incorporates the latest scholarly thinking in negotiation and addresses the increasing role of technology in the negotiation process - a crucial aspect due to the recent pandemic. It also dives into the impact of racial inequity and implicit bias on negotiations, providing you with important insights for navigating the changing landscape of negotiation in today's world.
By leveraging research and psychology, this book offers a more intentional and strategic approach to negotiation. It moves beyond traditional negotiation styles and focuses on the two key tasks involved in negotiation: the creation and claiming of value. Whether you believe one task is more important than the other or not, this book supports both perspectives, enabling you to develop a well-rounded negotiating skill set.
To become a successful negotiator, you need to practice essential skills like active listening, framing, and perspective-taking. This book equips you with these skills, along with effective negotiation preparation techniques to make more strategic, intentional, and ethical decisions. Additionally, it emphasizes the impact of human factors such as emotions, cognitive biases, identity, perceptions, racial inequity, and implicit bias, as well as the use of technology in negotiation. You'll gain a comprehensive understanding of these crucial elements to navigate negotiations successfully.
Designed for 2-3 credit courses or shorter intensive programs including negotiation training, this book is concise yet comprehensive, making it easy for you to grasp the core concepts quickly. It provides plenty of opportunities for deeper exploration through call-out boxes interspersed throughout the text, as well as reflection questions commonly found in textbooks. With just under 200 pages, this book is an efficient and effective tool for elevating your negotiation skills to new heights.
Don't miss out on this invaluable resource! Enhance your negotiation abilities today with Negotiation and Lawyers (Career Guides). Click here to get your copy now!
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