The art of legal negotiations

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, effi cacious and economically effi cient negotiating.


Liczba stron156
WydawcaWolters Kluwer Polska SA
ISBN-13978-83-264-5288-8
Język publikacjipolski
Informacja o sprzedawcyRavelo Sp. z o.o.

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Spis treści

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