Client Science (ePub)

Marjorie Corman Aaron is Professor of Practice and Director, Center for Practice at the University of Cincinnati College of Law, where she teaches courses in negotiations, client counseling, mediation, and decision analysis. She is also an active mediator, arbitrator, and trainer in negotiation and dispute resolution in Cincinnati, Ohio, and previously served on the Ohio Commission on Dispute Resolution and Conflict Management, the Ethics Commission of the CPR Institute for Dispute Resolution, and the Publications Committee of the ABA Section on Dispute Resolution. Until July, 1998, Marjorie Aaron was the Executive Director of the Program on Negotiation ("PON") at Harvard Law School, where she was also a lecturer teaching negotiation. Prior to joining PON, Ms. Aaron was a Vice President at Endispute (now known as JAMS-ADR), and a panel mediator for the Middlesex Multi-Door Courthouse. She has designed and taught numerous workshops on mediation, negotiation, alternative dispute resolution, and litigation decision analysis for law firms, corporations and universities. She is the author of numerous articles, book chapters, cases, and guides in the field of negotiation, mediation and other forms of dispute resolution. CONTENTS

ACKNOWLEDGMENTS

PREFACE

INTRODUCTION

CHAPTER 1: BAD NEWS AND THE FULLY INFORMED CLIENT

CHAPTER 2: TRANSLATING THE TERRAIN

CHAPTER 3: MEANING TRUTHS

CHAPTER 4: EMOTIONAL EFFECTS AND AFFECTING EMOTIONS

CHAPTER 5: PREDICTABLE AND POTENT PSYCHOLOGY

HOW TO SAY IT, AND WHY

CHAPTER 6: CHOICES IN VOICE

CHAPTER 7: CHOREOGRAPHY OF COUNSEL

CHAPTER 8: A GESTURE TO CLARITY

CHAPTER 9: CHANNEL NAVIGATION NOTES

FINAL THOUGHTS

INDEX

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