Collaborative Lawyering: A Process for Interest-Based Negotiation
20 Pages Posted: 10 Feb 2011
Abstract
This article discusses the growing popularity of interest-based negotiation among attorneys and outlines an approach for implementing interest-based negotiating more effectively. The article begins with an overview of interest-based negotiation and its evolution in legal practice. The article addresses the barriers that often stand between lawyers and the practice of interest-based negotiation and how clients, too, may contribute their own limitations to the mix. The article then discusses particular aspects of interest-based approaches and outlines a step-by-step process for implementing interest-based negotiating.
Keywords: Negotiation, Interest-Based Negotiation, Negotiation Theory, Principled Negotiation, Client-Centered Counseling, Client Relationships, BATNA, Settlement, Vanishing Trial, Collaborative Law
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