Theory and practice of representative negotiation

July 3, 2009

With a highly respected line-up of contributors and a strong Canadian focus, this book will be of great interest not just to the law community, but to practitioners, professors, and students in any discipline where strong representative skills are essential.

Highly accessible, this book blends the key ingredients of theoretical and experiential learning. With attention paid to ethics and professional responsibility, the authors allow students to consider the inherent risks and potential gains associated with various approaches to strategic negotiations.

Table of Contents:


PART I Introduction

  • Chapter 1: An Introduction to Representative Negotiation

PART II Representative Negotiation

  • Chapter 2: Representative Negotiation

PART III Negotiation Process

  • Chapter 3: Introduction to the Negotiation Process Model
  • Chapter 4: Strategic Negotiation: Moving Through the Stages

PART IV Ethics

  • Chapter 5: Representative Negotiators of Integrity

PART V Perspectives, Lenses and Issues Pertaining to Legal Negotiation

  • Chapter 6: Shapeshifters and Synergy: Toward a Culturally Fluent Approach to Representative Negotiation
  • Chapter 7: Power and Negotiation
  • Chapter 8: Gender and Negotiation
  • Chapter 9: Emotion in Negotiation
  • Chapter 10: The Essential Role of Communication in Negotiation
  • Chapter 11: Critiques of Settlement Advocacy

Theory and practice of representative negotiation / Colleen M. Hanycz, Trevor C.W. Farrow, Frederick H.  Zemans.  Toronto: Emond Montgomery Publications, 2008. 322 p.

For more information on the availability of this title from the University of Toronto Library catalogue, click here.


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