Negotiation 2005/2006

Negotiating is a complex and challenging skill, and a fundamental part of the work of all lawyers. To succeed as a lawyer, you must be able to negotiate effectively. To be effective, you must understand the psychology which underpins the various strategies and tactics used when negotiating. You must also be able to use this understanding effectively. The ability to negotiate is becoming increasingly important for lawyers with the use of alternative forms of dispute resolution which emphasise non-adversarial methods of resolving disputes. This manual is a guide to negotiating effectively based on an understanding of the factors which influence legal negotiations and research on what is and is not effective. It combines clear explanations of the strategies and tactics used with detailed practical guidance on how to prepare and conduct a negotiation. Guidance is given on how to structure a negotiation and how to use and respond to argument, offers, demands, strategies and tactics to achieve a successful outcome. Case studies are included to assist in the testing of ability to use the various negotiation techniques effectively.