The art of legal negotiations

Jerzy Stelmach, Bartosz Brożek

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ISBN/ISSN:

978-83-264-5288-8

DOI:

Wydawnictwo:

Wolters Kluwer Polska SA

Rok wydania:

2012

Liczba stron:

155

XML:ISBN/ISSN:

ONIX MARC21

Bibliografia:

Stelmach, Jerzy; Brożek, Bartosz. The art of legal negotiations. Red. . : Wolters Kluwer Polska SA, 2012, 155 s. ISBN 978-83-264-5288-8

Bibliografia refWorks:

RT Book, Whole

SR Electronic(1)

A1 Stelmach, J.

A1 Brożek, B.

T1 The art of legal negotiations

PB Wolters Kluwer Polska SA

YR 2012

SN 978-83-264-5288-8

Bibliografia BibTex:

@Book{ 96074, author = "Stelmach, Jerzy and Brożek, Bartosz", editor = "", title = "The art of legal negotiations", publisher = "Wolters Kluwer Polska SA", year = "2012", address = "", isbn = "978-83-264-5288-8" }

Bibliografia endNote:

TY - BOOK

AU - Stelmach, Jerzy

AU - Brożek, Bartosz

ED -

TI - The art of legal negotiations

PB - Wolters Kluwer Polska SA

CY -

PY - 2012

SN - 978-83-264-5288-8

ER -

Netografia (standard APA):

Stelmach, Jerzy; Brożek, Bartosz. The art of legal negotiations [baza danych online] : Wolters Kluwer Polska SA, 2012 [dostęp: 04 05 2024]. Dostęp w Ibuk Libra: https://libra.ibuk.pl/reader/the-art-of-legal-negotiations-jerzy-stelmach-bartosz-brozek-96074.

opracowanie, Teoria państwa i prawa

What are legal negotiations? What is their structure? Is there one method of successful legal negotiation? Is it reasonable to settle disputes through negotiations? These are some of the questions which Jerzy Stelmach and Bartosz Brożek address in...

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ISBN/ISSN:

978-83-264-5288-8

DOI:

Wydawnictwo:

Wolters Kluwer Polska SA

Rok wydania:

2012

Liczba stron:

155

XML:ISBN/ISSN:

ONIX MARC21

Foreword7
Chapter I. The Phenomenon of Negotiations9
1. The negotiable law12
The open-endedness of legal interpretation14
What is a legal rule?16
Negotiation triggers17
Result18
The claim to universality20
Statistical justification21
2. Three models for negotiations23
The argumentation model24
The economic model25
The topic-rhetorical model25
3. The practice of negotiations27
Criteria for distinguishing between negotiation models27
Five sources of misunderstanding28
The existing models of negotiations32
Chapter II. The Argumentation Model37
1. Rightness as a negotiation criterion40
The concept of rightness40
The discursive approach to rightness46
2. The top-down strategy47
Normative deduction47
The key moments of negotiations49
3. Controversy over the argumentation model52
The objections of positivists52
The objections of laissez-faire advocates54
The façade objection57
The undecidability objection58
4. Ten principles of right negotiations60
Chapter III. The Topic-Rhetorical Model68
1. Efficacy as the criterion of negotiations72
The concept of efficacy72
Particular audience74
2. The bottom-up strategy76
The key moments in negotiations76
Negotiation eristic81
3. Controversy over the topic-rhetorical model87
Amoralism88
Underdetermination88
Psychologism89
Eclecticism90
Eristic character90
Relativism91
4. Ten principles of efficacious negotiating92
Chapter IV. The Economic Model100
1. Economic efficiency as the criterion of negotiations102
The economic way of thinking103
Law as an economic fact104
Peculiarities of legal negotiations109
2. The mixed strategy112
Between top-down and bottom-up112
Common and conflicting interests115
The key moments of negotiations117
3. Controversy over the economic model121
Counter-factual character121
Moral monstrousness124
Limited applicability126
The façade objection127
4. Ten principles of efficient negotiations128
Bibliography137
Index of Names141
Subject Index147

TheArtofLegalNegotiations

lackofcompetence:lawyersmaynotbekeennegotiators,astheydo

notknowhowtonegotiate.Theyareafraidofleavingthelsafetynet’

providedbytheprovisionsofthelaw.Thelawyerknowshowtowrite

acomplaint,iswellpreparedwhenitcomestothenuancesoflegal

procedure,easilyaccommodatesthestressconnectedwithalegal

trial.Meanwhile,shedoesnotwanttonegotiate,toengageinany

activitywhich–inadditiontotheknowledgeofthelaw–requires

additionalskills,onlyindirectlyconnectedwithherlegalbackground

(i.e.,skillspertainingtologic,rhetoric,psychologyoreconomics).

Finally,itmaybeduetoherprofessionalopportunism.Whenyour

workbringstherequiredlevelofincomeandsatisfaction,thereisno

needtochangeanything,totakeariskwithoutaguaranteeofsuc-

cess.Onecanspeakalsoofyetanother,morecynicaljustification.

Wellpreparedandconductednegotiationsmayleadtothequick

resolutionofthedispute.Therefore,wehaveachoice:negotiations

leadingtoaquickandeconomicallyeffectivecompromise,oracourt

trial:long,ineffectiveandcostly.Allwouldseemtoindicatethatthe

formeralternativeisbetter.Inpracticehowever(atleastincivillaw

systems),thelnegotiationsvariant’isquiterare:ultimately,oneneeds

toearnmoney!Andnegotiations–makingthedisputeashortepisode

–arelesslikelytobringincome.Thisopportunisticpointofviewisre-

inforcedbythelegalsystemitself.Inparticular,itisimpossible(atleast

inPoland)tocollectsuccessfeesorbonuses,whichinanaturalway

leadstothedominanceofritualizedlegalbehaviour,forwhichthere

isanofficialtariff.Thatiswhywewouldliketolookattheproblem

oflegalnegotiationsfromamoregeneral,philosophicalperspective,

bindingtogetherthediscussionoverthemodelsofnegotiationswith

morefundamental,ontologicalandepistemologicalquestionspertain-

ingtothelnatureoflaw’.

[Theopen-endednessoflegalinterpretation]IncontrasttoDwor-

kin,wedonotbelievethatthereexistsasinglecorrectanswertoany

legalquestion,especiallyinhardcases.Theacceptanceofsuchaview

leadsusbackto19

centurypositivism.ThejudgeisnoHercules,but

aninterpreterwhostrivestofindthebestsolutiontothecaseathand.

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