The art of legal negotiations

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The art of legal negotiations

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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 this volume. They posit that one could - and should - view the law as a 'negotiable phenomenon', thus dispensing with the constraints imposed by legal positivism. They claim further that, as there is no unique key to legal negotiations, one should acknowledge that there are different models of negotiating, and identify three such possible models: the argumentation, the topic-rhetorical and the economic. The models are described both from the theoretical perspective, as well as by providing catalogues of the principles of right, efficacious and economically efficient negotiating.


Rok wydania2012
Liczba stron156
KategoriaPrawo cywilne
WydawcaWolters Kluwer Polska SA
ISBN-13978-83-264-5288-8
Język publikacjipolski
Informacja o sprzedawcyePWN sp. z o.o.

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Spis treści

  Foreword
   str.    7
  
  Chapter I. The Phenomenon of Negotiations
   str.    9
  
  1. The negotiable law
   str.    12
  
  The open-endedness of legal interpretation
   str.    14
  
  What is a legal rule?
   str.    16
  
  Negotiation triggers
   str.    17
  
  Result
   str.    18
  
  The claim to universality
   str.    20
  
  Statistical justification
   str.    21
  
  2. Three models for negotiations
   str.    23
  
  The argumentation model
   str.    24
  
  The topic-rhetorical model
   str.    25
  
  The economic model
   str.    25
  
  Criteria for distinguishing between negotiation models
   str.    27
  
  3. The practice of negotiations
   str.    27
  
  Five sources of misunderstanding
   str.    28
  
  The existing models of negotiations
   str.    32
  
  Chapter II. The Argumentation Model
   str.    37
  
  1. Rightness as a negotiation criterion
   str.    40
  
  The concept of rightness
   str.    40
  
  The discursive approach to rightness
   str.    46
  
  2. The top-down strategy
   str.    47
  
  Normative deduction
   str.    47
  
  The key moments of negotiations
   str.    49
  
  3. Controversy over the argumentation model
   str.    52
  
  The objections of positivists
   str.    52
  
  The objections of laissez-faire advocates
   str.    54
  
  The façade objection
   str.    57
  
  The undecidability objection
   str.    58
  
  4. Ten principles of right negotiations
   str.    60
  
  Chapter III. The Topic-Rhetorical Model
   str.    68
  
  1. Efficacy as the criterion of negotiations
   str.    72
  
  The concept of efficacy
   str.    72
  
  Particular audience
   str.    74
  
  2. The bottom-up strategy
   str.    76
  
  The key moments in negotiations
   str.    76
  
  Negotiation eristic
   str.    81
  
  3. Controversy over the topic-rhetorical model
   str.    87
  
  Underdetermination
   str.    88
  
  Amoralism
   str.    88
  
  Psychologism
   str.    89
  
  Eristic character
   str.    90
  
  Eclecticism
   str.    90
  
  Relativism
   str.    91
  
  4. Ten principles of efficacious negotiating
   str.    92
  
  Chapter IV. The Economic Model
   str.    100
  
  1. Economic efficiency as the criterion of negotiations
   str.    102
  
  The economic way of thinking
   str.    103
  
  Law as an economic fact
   str.    104
  
  Peculiarities of legal negotiations
   str.    109
  
  2. The mixed strategy
   str.    112
  
  Between top-down and bottom-up
   str.    112
  
  Common and conflicting interests
   str.    115
  
  The key moments of negotiations
   str.    117
  
  3. Controversy over the economic model
   str.    121
  
  Counter-factual character
   str.    121
  
  Moral monstrousness
   str.    124
  
  Limited applicability
   str.    126
  
  The façade objection
   str.    127
  
  4. Ten principles of efficient negotiations
   str.    128
  
  Bibliography
   str.    137
  
  Index of Names
   str.    141
  
  Subject Index
   str.    147
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