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Bare-Knuckle Negotiation
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Bare-Knuckle Negotiation

Savvy Tips and True Stories from the Master of Give-and-Take

Raoul Felder
Wiley, 2004
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Editorial Rating

9

Qualities

  • Innovative
  • Applicable

Recommendation

Author Raoul Felder is one of New York's most famous divorce lawyers. He moves in elite company and counts movie stars, big shot executives and political heavyweights among his clients and antagonists. He didn't get to that point by being a shrinking violet. This book is full of interesting if promotional anecdotes that attempt to position the author not only as a ruthless negotiator, but also as the right sort of fellow. That's a tough balance to strike, particularly since some of his tactics are outrageous, albeit effective. As celebrity memoirs go, this is a pretty good one, written in short episodes with glamorous client insider stories. And, as negotiations manuals go, it's quite strategic, even if weighted somewhat toward divorce issues. Felder manages to dish the dirt, getAbstract finds, while also serving up useful advice about gloves-off negotiations.

Summary

Negotiating Basics

The toughest, most challenging negotiations involve high-profile celebrity divorces. Who gets the kids? The house? The artwork, stocks and bonds? Negotiating those issues under the emotional pressure of a divorce takes a steady hand, a calm mind and a bag of tricks.

Power is in play in any negotiation. A weak party is battling a strong party. The weak party had better be a skilled negotiator, because honeyed words and guileful tactics provide the weak party's only chance of prevailing.

In criminal cases, defense lawyers often have a weak hand. The whole criminal justice system favors prosecutors. The police have gathered evidence for prosecutors, the judge and jury seem disposed to believe prosecutors, and the odds are heavily weighted to conviction. Often, the only chance a defense lawyer has to help his or her client is to negotiate a plea bargain. Note the words "negotiate" and "bargain."

Most divorce lawyers represent women, because divorcing husbands (at least in high-profile cases) often prefer to use their corporate attorney or someone else they know. Fortunately for the women, the corporate attorneys are often poor negotiators...

About the Author

Raoul Felder has practiced divorce law for more than 40 years, representing Rudy Giuliani, Jack Welch, Carol Channing and other well known clients.

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