What do you get when you cross a lawyer and a social psychologist? The American Bar Association found the answer to that question in the publication of Psychology for Lawyers, a well-written, interesting book by Jennifer Robbennolt and Jean Sternlight. The book covers a wide range of
The Program on Negotiation at Harvard Law School has been a leader in the research and analysis of negotiation for many years. A question examined and re-examined over the years is, “Who should make the first offer?” Research shows, unequivocally, that in a distributive negotiation, (