Negotiation
Things Corporate Counsel Need to Know But Were Not Taught
By: Michael Leathes
Written by internal counsel, for internal counsel: clear, concise and inspirational. Personifies that the "benefit of the bargain" is not simply a game of numbers. Ute Joas Quinn, Associate General Counsel Exploration and Production, Hess Corporation Spot on! A user-friendly book that I was using before I reached the end. It made me think more creatively about all my negotiations to come. A must-read for every current and future in-house counsel. Cyril Dumoulin, Senior Legal Counsel Global Litigation, Shell International A lively, entertaining work. A multi-faceted approach to the art of negotiation. A convincing demonstration of what it is about and how it actually works. Isabelle Hautot, General Counsel International Expertise, Orange Telecom A clear and most comprehensive, not to mention, practical, book on negotiation. I picked it up and could not put it down. Wolf Von Kumberg, former Associate General Counsel and European Legal Director, Northrop Grumman Corporation; Chairman of the Board of Management, Chartered Institute of Arbitrators; Director, American Arbitration Association; Member, ArbDB It has been such a pleasure to read what is destined to inspire in-house counsel and many others for negotiating deals and settlements. It covers the landscape from both theoretical and practical angles. I found myself nodding in recognition and agreement all along the way. Leslie Mooyaart, former General Counsel, KLM Royal Dutch Airlines; former Vice President and General Counsel, APM Terminals (M�rsk); Chairman, The New Resolution Group
AI Overview
Overview of "Negotiation" by Michael Leathes
Key Themes:
- Expectations and Preparation: The book begins by discussing the expectations and preparation required for effective negotiation, emphasizing the importance of understanding the context and the parties involved.
- Neuroscience: It delves into the neuroscience aspects of negotiation, highlighting how our brains influence our decision-making processes during negotiations.
- Culture: The role of culture in shaping negotiation strategies is explored, recognizing that different cultural backgrounds can significantly impact negotiation dynamics.
- Leverage: The book discusses various leverage points that can be used to achieve successful outcomes in negotiations.
- Communicating: Effective communication techniques are a central theme, focusing on how to convey messages clearly and persuasively.
- Process: The negotiation process is dissected, covering stages from initial preparation to final agreement.
- Disputes: Strategies for resolving disputes are presented, including methods for managing conflicts and finding mutually beneficial solutions.
- Ethics: The importance of ethical behavior in negotiations is stressed, with a call for an international code of negotiation ethics.
- Techniques: The book concludes with an overview of various negotiation techniques, such as "Salami Slicing" and "Whiteboarding," which can be used to facilitate negotiations.
Plot Summary: The book is not a traditional user guide but rather an inspirational and practical guide for corporate counsel. It aims to inspire negotiation ideas and concepts from the standpoint of a lawyer employed by a company or other organization. The content is structured to provide a comprehensive understanding of the negotiation process, covering various aspects from preparation and neuroscience to culture and techniques.
Critical Reception:
- Mediate.com Book Review: The book is praised for its compelling lessons that reflect Leathes' own approach to his work and relationships. It is noted that the most compelling aspects are not technical but rather reflective of his personal approach and relationships.
- Wolters Kluwer Book Review: The author modestly proclaims that the book is not a user guide but aims to inspire negotiation ideas. However, the reviewer respectfully disagrees, stating that the book goes far beyond inspiration and constitutes a rich source of organized knowledge and practical user guidelines concerning negotiation as applied today by companies and their in-house counsel.
- HeinOnline Review: The book is described as a clear testimony to the close relationship between negotiation and mediation, dealing with many aspects of both.
Overall, "Negotiation" by Michael Leathes is a comprehensive and practical guide for corporate counsel, offering valuable insights and techniques for successful negotiation processes. Its inspirational approach, combined with its structured content, makes it a valuable educational tool for those involved in corporate negotiations.