This article is partially based on a study in which I interviewed respected lawyers about their negotiation processes in pretrial litigation. I asked these lawyers about their negotiation procedures generally, and I asked them to describe the last case they settled, starting with the first interaction with their clients in the matter. Although this article focuses on negotiation in the litigation context, some lawyers presumably use analogous procedures in transactional matters.
John M. Lande,
Taking Advantage of Opportunities in Litigotiation, 21 Dispute Resolution Magazine 40
Available at: https://scholarship.law.missouri.edu/facpubs/937