Strategy, Choice and the Skilled Legal Negotiator

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Title Strategy, Choice and the Skilled Legal Negotiator
Author Crump, Larry; Giddings, Jeffrey Michael
Journal Name Monash University Law Review
Editor Patrick Ky, Vidal Vanhoof
Year Published 2005
Place of publication Melbourne
Publisher Monash University
Abstract This article provides an overview of competitive or distributive negotiation strategy and integrative or problem solving negotiation strategy, and then asks: whatfactors determine the strategy that should be selected in a specific negotiation? The article develops a framework of primary and secondary factors that can influence each side in choosing a negotiation strategy. This list may be ofsome value to negotiation researchers, but also offers guidance to assist the legal negotiator to engage their client in a discussion so that they are able to make this fundamental decision on strategy together. This guidance can also assist the legal negotiator in preparing for the negotiation strategy that will be selected by the other side.
Peer Reviewed Yes
Published Yes
Publisher URI http://www.law.monash.edu.au/monlr/
Alternative URI http://search.informit.com.au/documentSummary;dn=200802649;res=APAFT
Volume 31
Issue Number 2
Page from 258
Page to 272
ISSN 0311-3140
Date Accessioned 2006-03-14
Date Available 2009-11-09T06:53:37Z
Language en_AU
Research Centre Socio-Legal Research Centre
Faculty Griffith Law School
Subject PRE2009-Law
URI http://hdl.handle.net/10072/4698
Publication Type Journal Articles (Refereed Article)
Publication Type Code c1

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