Description

All lawyers at one time or another find themselves with clients who think they are more talented than they really are, more likely to prevail than objective reality would indicate, or more likely to recover a better-than-average settlement. The goal of the new book, The Science of Settlement: Ideas for Negotiators, published by ALI-ABA, is to explain the complex psychological and economic principles that effect negotiations in a way that is understandable and enjoyable to read.   Beyond the book’s practical applications to negotiation, readers will find it helps them avoid various everyday business errors, irrational decisions, and interpersonal conflicts.

In this highly readable, illuminating survey, author Barry Goldman lays to rest many anecdotally based misconceptions about negotiation, replacing them with new insights and techniques for improving negotiation practice.

To make his case, Goldman draws on a wide range of often startling findings from cognitive science, game theory, behavioral economics, neuro-economics, ethology (animal behavior science), and evolutionary psychology. Far from being abstruse, this entertaining scientific tour yields a powerful set of tactics for use in practical negotiation settings

Reviews

Review by Stuart M. Israel, Mediate

Review by Rebekah K. Maxwell, University of South Carolina Scholar Commons