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Focus (Forum & Focus)

Feb. 6, 2008

Winning Negotiations Requires the Powers of Persuasion

Forum Column - By Robert A. Steinberg - Advocates need more than oratory and logic to get their points across during settlement negotiations.

FORUM COLUMN

By Robert A. Steinberg
This article appears on Page 4.

      Advocates know how to persuade a judge and jury, but the persuasive techniques that work in that context are ill-suited for negotiation. Oratory and logic alone are insufficient to get the other side to listen to and accept your proposals.
      But there are some basic communication skills that can help you improve your neg...

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