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Interviewing, Counseling and Negotiating Skills for Effective Representation

ISBN-10: 0735525978
ISBN-13: 9780735525979
Edition: N/A
List price: $67.00
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Description: Interpersonal skills are essential in law practice and to the legal process. Lawyers must have have fact-gathering, counseling, and negotiating skills to provide effective representation in private decision-making processes, such as whether a  More...

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Book details

List price: $67.00
Publisher: Wolters Kluwer Law & Business
Publication date: 6/1/1990
Binding: Paperback
Size: 7.00" wide x 9.75" long x 1.25" tall
Weight: 2.442
Language: English

Interpersonal skills are essential in law practice and to the legal process. Lawyers must have have fact-gathering, counseling, and negotiating skills to provide effective representation in private decision-making processes, such as whether a litigation is worthwhile, whether a dispute should be settled, how a contract should be structured, and so on.In Interviewing, Counseling, and Negotiating, Bastress and Harbaugh argue that to best learn the interpersonal skills, one must engage in two processes: first, one must know the theory behind the skills and their implementing techniques; second, one must practice using the theory and techniques. Drawing from other disciplines, this text describes the considerable diversity in approaches to interviewing, counseling, and negotiating.

Robert M. Bastress is the John W. Fisher, II, Professor of Law at the West Virginia University College of Law

Introduction
Interpersonal Skills and Lawyers
Helping Theories
Interviewing
The Goals of Interviewing
Anatomy of the Initial Client Interview
Fundamentals of a Helping Relationship
Nonverbal Communication and Techniques
Verbal Techniques and Probing Skills
Psychosocial Influences on Communications
Witness Interviews
Counseling
Planning and Structuring the Counseling Session
Helping the Client Reach a Decision
Conflicts in the Attorney-Client Relationship
Counselor Self-Development and Autonomy
Negotiating
Introduction to Negotiation
Theories of Negotiation
Lawyer Negotiation Models
The Assessment Stage
The Process of Persuasion
The Exchange Stage: Preparation
The Exchange Stage: Implementation
An Afterword: Coming Full Circle
Index

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