MonULR-31(2)-4.pdf (281.13 kB)
Strategy, Choice and the Skilled Legal Negotiator
journal contributionposted on 2019-10-29, 08:28 authored by Larry Crump;Jeff Giddings
This article provides an overview of competitive or distributive negotiation strategy and integrative or problem solving negotiation strategy, and then asks: what factors 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 of some 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 findamental 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.
AGLC CitationLarry Crump and Jeff Giddings, 'Strategy, Choice and the Skilled Legal Negotiator' (2005) 31(2) Monash University Law Review 257