The art of legal negotiations

• Druk: 2012
• Autor: Bartosz Brożek, Jerzy Stelmach
• Wydawca: Wolters Kluwer Polska SA

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.

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• Język wydania: polski
• ISBN: 978-83-264-5288-8
• ISBN druku: 978-83-264-4072-4
• EAN: 9788326452888
• Liczba stron: 156

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