p. 1287. Negotiation
- Julian Webb, Julian WebbProfessor of Law, University of Melbourne
- Caroline Maughan, Caroline MaughanFormer Visiting Fellow in Law, University of the West of England
- Mike Maughan, Mike MaughanFormer Senior Lecturer in Organisational Behaviour, Gloucestershire Business School
- Marcus Keppel-PalmerMarcus Keppel-PalmerSenior Lecturer in Law, University of the West of England
- and Andrew BoonAndrew BoonProfessor in Law, City Law School, City, University of London
This chapter discusses legal negotiating skills. It covers the characteristics of effective negotiators; negotiating styles and strategies; common negotiating mistakes; and negotiation and alternative dispute resolution.