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BL
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| Record Number
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849719
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| Main Entry
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Folberg, Jay,1941-
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| Title & Author
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Lawyer negotiation : : theory, practice, and law /\ Jay Folberg, Dwight Golann.
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| Edition Statement
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Third edition.
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| Publication Statement
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New York :: Wolters Kluwer,, [2016]
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| Series Statement
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Aspen casebook series
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| Page. NO
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xxiv, 378 pages ;; 26 cm.
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| ISBN
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1454852062
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: 9781454852063
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Machine generated contents note: A.Introduction to Negotiation -- B.Conflict -- C.Ripeness -- D.The Triangle of Conflict and Negotiation -- Negotiation as a Healing Process -- A.The Role of Perceptions / Gerald R. Williams -- Rashoman Effect / Gerald R. Williams -- The Conflict Helix / Gerald R. Williams -- B.Heuristics-Thinking Fast and Slow / R.J. Rummel -- The Myth of Professional Objectivity / R.J. Rummel -- C.The Impact of Fairness / R.J. Rummel -- The Home-Run Ball Catch / R.J. Rummel -- Perceptions of Fairness in Negotiation / R.J. Rummel -- D.The Role of Emotions and Emotional Intelligence / Nancy A. Welsh -- The Emotionally Attentive Lawyer: Balancing the Rule of Law / Nancy A. Welsh -- Interpersonal Dynamics: Helping Lawyers Learn the Skills, and the Importance, of Human Relationships in the Practice of Law / Randall Kiser -- Neuroscience and Negotiation / Joshua D. Rosenberg -- Microsoft v. Stac / Joshua D. Rosenberg
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Note continued: 1.Apologies / Richard Birke -- Apologies and Legal Settlement: An Empirical Examination / Richard Birke -- Note: Evidentiary Consequences of Apologies / Jennifer K. Robbennolt -- 2.Splitting the Difference and Leaving the Door Open / Jennifer K. Robbennolt -- Bargaining for Advantage: Negotiation Strategies for Reasonable People / Jennifer K. Robbennolt -- 3.Logrolling and Packaging / G. Richard Shell -- 4.Agree to Disagree: Contingent Agreements / G. Richard Shell -- Contingent Agreements: Agreeing to Disagree About the Future / G. Richard Shell -- 5.Realistically Reconsider and Adjust BATNAs and WATNAs / Michael Moffitt -- 6.Decision Fatigue, Glucose, and the Nirvana Fallacy / Michael Moffitt -- 7.Win with a Shrug, Lose with a Smile / Michael Moffitt -- B.Finalizing and Writing the Agreement / Michael Moffitt -- 1.Release of Claims / Michael Moffitt -- 2.Structured Settlements / Michael Moffitt -- 3.Ratification / Michael Moffitt
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Note continued: 1.Developing a Negotiating Plan for Use in Mediation / David S. Ross -- 2.Exchanging Information / David S. Ross -- 3.Preparing the Client / David S. Ross -- 4.Educating the Mediator / David S. Ross -- H.Representing Clients During the Process / David S. Ross -- 1.Joint Meetings / David S. Ross -- The Opening Session / David S. Ross -- 2.Caucusing / David S. Ross -- a.Early Caucuses / David S. Ross -- b.Later Caucuses / David S. Ross -- I.Conclusion / David S. Ross -- A.Should You Always Negotiate? / David S. Ross -- Bargaining with the Devil: When to Negotiate, When to Fight / David S. Ross -- B.Is Settlement of Legal Disputes Desirable? / Robert Mnookin -- Against Settlement / Robert Mnookin -- Three Things to Be Against ("Settlement" Not Included) / Owen Fiss -- C.Judicial Encouragement of Settlement / Michael Moffitt -- Note: Compelled Participation and Good-Faith Bargaining / Michael Moffitt
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Note continued: 1.Trust / G. Richard Shell -- Note: The Handshake that Shook the Western Hemisphere / G. Richard Shell -- Note: Rapport and Reciprocity / G. Richard Shell -- D.Exchanging and Refining Information / G. Richard Shell -- 1.Listening, Observing, and Questioning / G. Richard Shell -- A Woman's Guide to Successful Negotiating / G. Richard Shell -- 2.Managing Information / Lee E. Miller / Jessica Miller -- Negotiation: Theory and Practice / Lee E. Miller / Jessica Miller -- E.Opening Demands and Offers / Melissa L. Nelken -- Legal Negotiation / Melissa L. Nelken -- F.To Make the First Offer or Not / Gerald R. Williams / Charles Craver -- A.Bargaining / Charles Craver / Gerald R. Williams -- 1.Planning and Managing Concessions / Gerald R. Williams / Charles Craver -- 2.Value-Creating Trades and Brainstorming / Gerald R. Williams / Charles Craver -- Beyond Winning: Negotiating to Create Value in Deals and Disputes / Gerald R. Williams / Charles Craver
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Note continued: 2.Rule 68 and Its Application / Russell Korobkin / Michael Moffett / Nancy Welsh -- BMW of North America, Inc. v. Krathen / Russell Korobkin / Michael Moffett / Nancy Welsh -- Marek v. Chesny / Russell Korobkin / Michael Moffett / Nancy Welsh -- Note: Does FRCP 68 Create More Risk Taking Rather Than Less? / Russell Korobkin / Michael Moffett / Nancy Welsh -- E.Mary Carter Agreements / Russell Korobkin / Nancy Welsh / Michael Moffett -- F.Tax Considerations / Nancy Welsh / Russell Korobkin / Michael Moffett -- Taxing Matters in Settling Cases / Russell Korobkin / Michael Moffett / Nancy Welsh -- G.Negotiation Malpractice / Robert W. Wood -- Note: Gravamen of Malpractice / Robert W. Wood -- Ziegelheim v. Apollo / Robert W. Wood -- Post-Settlement Malpractice: Undoing the Done Deal / Robert W. Wood -- Note: Preventing Negotiation Malpractice / Lynn A. Epstein -- A.Obstacles / Lynn A. Epstein
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Note continued: 3.Multiparty Bargaining-Coalitions and Holdouts / Robert H. Mnookin / Scott R. Peppet / Andrew S. Tulumello -- The Lawyers: Class of '69 / Andrew S. Tulumello / Scott R. Peppet / Robert H. Mnookin -- B.Moving Toward Closure / John M. Poswall -- 1.The Role of Power and Commitment / John M. Poswall -- Negotiating Power: Getting and Using Influence / John M. Poswall -- Note: Irrational Threats, Absolute Commitments, and Perception of Power / Roger Fisher -- The Wizard and Dorothy, Patton and Rommel: Negotiation Parables in Fiction and Fact / Roger Fisher -- 2.Deadlines and Final Offers / H. Lee Hetherington -- Civil Warrior: Memoirs of a Civil Rights Attorney / H. Lee Hetherington -- Note: The Effect of Scarcity and Deadlines / Guy T. Saperstein -- 3.Decision Tree Analysis / Guy T. Saperstein -- Decision Trees- Made Easy / Guy T. Saperstein -- Note: The Problem with Risk Analysis and Decision Trees / Richard Birke -- A.Impasse or Agreement / Richard Birke
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Note continued: 4.Single Text Agreements / Michael Moffitt -- 5.Memorializing the Agreement / Michael Moffitt -- Effective Legal Negotiation and Settlement / Michael Moffitt -- A.Negotiating by Telephone and Video Communication / Charles B. Craver -- Take the Deal! / Charles B. Craver -- B.E-Mail and Text Message Negotiation / Charles B. Craver -- Negotiation via (the New) Email / Charles B. Craver -- Rapport in Legal Negotiation: How Small Talk Can Facilitate E-Mail Dealmaking / Noam Ebner -- Note: Avoiding Costly E-Mail Mistakes / Janice Nadler -- C.Computer-Based Negotiation Assistance and Online Dispute Resolution / Janice Nadler -- Lawyer Negotiation Meets High Tech / Janice Nadler -- A.Moving Beyond Gender Stereotypes / Janice Nadler -- Gender: An (Un) Useful Category of Prescriptive Negotiation Analysis / Janice Nadler -- Note: Good News / Amy Cohen -- The Impact of Gender on Negotiation Performance / Amy Cohen
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Note continued: A.Competitive/Adversarial Approach / Joshua D. Rosenberg -- 1.Competitive Approach / Joshua D. Rosenberg -- A Primer on Competitive Bargaining / Joshua D. Rosenberg -- 2.Adversarial Approach / Gary Goodpaster -- Note: Responses to Competitive Hardball and Difficult People / Gary Goodpaster -- B.Cooperative/Problem-Solving Approach / Gary Goodpaster -- 1.Cooperative Approach / Gary Goodpaster -- Note: Positions vs. Interests / Gary Goodpaster -- 2.Problem-Solving Approach / Gary Goodpaster -- Toward Another View of Legal Negotiation: The Structure of Problem Solving / Gary Goodpaster -- Pros and Cons of "Getting to YES" / Carrie Menkel-Meadow -- Comment on White's Review / James J. White -- C.Creating Value and Claiming Value-The Negotiator's Dilemma / Roger Fisher -- Problem: Jack Sprat / Roger Fisher -- Differences Can Create Joint Gains / Roger Fisher -- A.Effectiveness and Style / Roger Fisher
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Note continued: B.Cultural Differences, or Why the World Is Not Boring / Charles B. Craver -- Caveats for Cross-Border Negotiations / Charles B. Craver -- Note: Research on Culture and Negotiation / James K. Sebenius -- Culture and Negotiation Processes / James K. Sebenius -- C.Is Race a Factor in Negotiations? / Wendy L. Adair / Jeanne M. Brett -- A.Deception vs. Disclosure / Jeanne M. Brett / Wendy L. Adair -- Doing the Right Thing: An Empirical Study of Attorney Negotiation Ethics / Wendy L. Adair / Jeanne M. Brett -- Beyond Winning: Negotiating to Create Value in Deals and Disputes / Jess K. Alberts / Art Hinshaw -- Ethics in Settlement Negotiations: Foreword / Andrew S. Tulumello / Scott R. Peppet / Robert H. Mnookin -- B.Client Control vs. Lawyer Integrity (Conflicts of Interest) / Patrick E. Longan -- C.Fee Arrangements and Settlement / Patrick E. Longan -- D.Good Faith vs. Threats, Exposure, and Coercion / Patrick E. Longan
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Note continued: d.Choices Among Goals / Robert H. Mnookin -- 5.Mediator Styles / Robert H. Mnookin -- a.Classifying Styles / Robert H. Mnookin -- Mediator Orientations, Strategies and Techniques / Robert H. Mnookin -- b.Do Mediators Have a Single Style? / Leonard L. Riskin -- 6.Mediation Techniques to Overcome Negotiation Obstacles / Leonard L. Riskin -- a.Build a Foundation for Settlement / Leonard L. Riskin -- b.Allow Participants to Argue and Express Feelings / Leonard L. Riskin -- c.Moderate the Bargaining and Offer Coaching / Leonard L. Riskin -- d.Seek Out and Address Hidden Issues / Leonard L. Riskin -- e.Test the Parties' Alternatives; If Necessary, Evaluate the Adjudication Option / Leonard L. Riskin -- f.Break Bargaining Impasses / Leonard L. Riskin -- 7."Deal Mediation" / Leonard L. Riskin -- Contract Formation in Imperfect Markets: Should We Use Mediators in Deals? / Leonard L. Riskin
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Note continued: D.Court Approval of Negotiated Settlements / Michael Moffitt -- Note: Class Settlement Fairness and Objectors / Michael Moffitt -- E.A New Role for Lawyers-Settlement Counsel and Collaborative Law / Michael Moffitt -- Why Should Businesses Hire Settlement Counsel? / Michael Moffitt.
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Note continued: D.Judicial Settlement Conferences and Court ADR Programs / Scott R. Peppet -- 1.Judge-Led Settlement Conferences / Scott R. Peppet -- 2.Court ADR Programs / Scott R. Peppet -- A.Introduction / Scott R. Peppet -- How Advocacy Fits in Effective Mediation / Scott R. Peppet -- B.When to Mediate / Jeffrey G. Kichaven -- C.How to Initiate the Process / Jeffrey G. Kichaven -- D.Preparing to Mediate / Jeffrey G. Kichaven -- Twenty Common Errors in Mediation Advocacy / Jeffrey G. Kichaven -- E.Selecting a Mediator / Tom Arnold -- Strategic Considerations in Choosing a Mediator: A Mediator's Perspective / Tom Arnold -- F.Consideration of Who Should Be Present, the Format, and Court-Connected Mediation / David S. Ross -- 1.Ensuring the Presence of Necessary Participants / David S. Ross -- 2.Influencing the Format / David S. Ross -- 3.Planning for Court-Connected Mediation / David S. Ross -- G.Preparing to Mediate / David S. Ross
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Note continued: The Inherent Tension Between Value Creation and Value Claiming During Bargaining / Roger Fisher -- B.Negotiating Within Your Comfort Zone / Charles B. Craver -- "I See a Pattern Here and the Pattern Is You": Personality and Dispute Resolution / Charles B. Craver -- The Limits of Integrative Bargaining / John Richardson / Sheila Heen -- C.Cooperation vs. Competitiveness-Who Decides? / Gerald B. Wetlaufer -- Ends vs. Means / Gerald B. Wetlaufer -- A.Negotiation Stages and Approaches / Gerald B. Wetlaufer -- B.Getting Ready to Negotiate / Gerald B. Wetlaufer -- 1.Preparation / Gerald B. Wetlaufer -- A Positive Theory of Legal Negotiation / Gerald B. Wetlaufer -- 2.Setting Goals / Russell Korobkin -- Bargaining for Advantage: Negotiation Strategies for Reasonable People / Russell Korobkin -- 3.Negotiation Preparation Checklist / G. Richard Shell -- Note: Web and Computer-Assisted Preparation / G. Richard Shell -- C.Initial Interaction / G. Richard Shell
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Note continued: When David Meets Goliath: Dealing with Power Differentials in Negotiations / Patrick E. Longan -- D.Ethics Reform and New Forms of Practice / Elliot M. Silverstein / Robert S. Adler -- 1.Reform Proposals and Guidelines / Elliot M. Silverstein / Robert S. Adler -- 2.Collaborative Law, Cooperative Practice, and Mindfulness / Robert S. Adler / Elliot M. Silverstein -- Mindfulness in the Law and ADR: Can Saints Negotiate? / Robert S. Adler / Elliot M. Silverstein -- A.How Law Impacts Negotiation / Scott R. Peppet -- B.Common-Law Limits-Fraud, Misrepresentation, and Duress / Scott R. Peppet -- The Law of Bargaining / Scott R. Peppet -- C.FRE 408 and Mediation Confidentiality / Russell Korobkin / Michael Moffett / Nancy Welsh -- D.Offers of Settlement and Fee Shifting / Russell Korobkin / Michael Moffett / Nancy Welsh -- 1.The American Approach / Michael Moffett / Russell Korobkin / Nancy Welsh
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Note continued: Why Negotiations Fail: An Exploration of Barriers to the Resolution of Conflict / Lynn A. Epstein -- B.Negotiation Assistance and Other Alternatives / Robert H. Mnookin -- C.Mediation / Robert H. Mnookin -- 1.What Is Mediation? / Robert H. Mnookin -- 2.What Do Mediators Do? / Robert H. Mnookin -- 3.What Is the Structure of Mediation? / Robert H. Mnookin -- a.Pre-Mediation / Robert H. Mnookin -- b.The Opening Session / Robert H. Mnookin -- c.Private Caucusing / Robert H. Mnookin -- d.Joint Discussions / Robert H. Mnookin -- e.Follow-Up Contacts / Robert H. Mnookin -- f.Variations in Format / Robert H. Mnookin -- Note: An Example of Mediation in Aid of Negotiation / Robert H. Mnookin -- 4.Goals for the Process / Robert H. Mnookin -- a.Resolve a Claim in Litigation on the Best Possible Monetary Terms / Robert H. Mnookin -- b.Develop a Broad, Interest-Based Resolution / Robert H. Mnookin -- c.Repair the Parties' Relationship / Robert H. Mnookin
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| Abstract
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"Designed to prepare law students to negotiate knowledgably and successfully as lawyers representing clients, Lawyer Negotiation: Theory, Practice, and Law, Third Edition, features an integrated approach that combines theory, skills, negotiation strategy, ethics, and law. A very readable, interesting, and lively text for any law school Negotiation course, this book reflects the authors' experience as negotiators, mediators, ADR teachers, and trainers. Interesting notes, thoughtful problems and provocative questions throughout the text raise practical negotiation challenges and policy issues. Excerpts from other leading authors are included, allowing for diverse ideas to be presented on negotiation techniques, and eliminating the need for supplemental material. In addition, examples are included from cases, literature, and the authors' files."
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| Subject
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Dispute resolution (Law)-- United States.
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Negotiation-- United States.
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Beilegung.
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Dispute resolution (Law)
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Negotiation.
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Rechtsstreit.
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Verhandlung.
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United States.
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USA.
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| Dewey Classification
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347.73/9
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| LC Classification
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KF9084.F65 2016
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| Added Entry
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Golann, Dwight
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