Reciting credentials is a tried and true method of building credibility. Prestigious school? Law review? Judicial clerkship? Your clients include Microsoft, Tesla and Google? By all means, recite every credential that might impress a potential client (or convince your current clients how lucky they are to have you in their employ).

Credential-flaunting can help, but

Transformative Negotiation Book Cover

As an instructor at a prestigious negotiation program I like correctly observed, many, maybe most books on negotiations are little more than collections of war stories or Machiavellian tricks.

Sarah Federman’s new book Transformative Negotiations is light on dirty tricks but provides a sometimes head-spinning large collection of characters, anecdotes, tips, and examples.

It sets

My review of the new book Transformative Negotiation will appear in this month’s issue of In the meantime, here is a summary of the book’s eight chapters, with my reactions:

1 Imagine. Understanding what you need and want is the first step toward successful negotiation. Why do you really want swans at your

Too many lawyers are letting money slip through their fingers. Alabama personal injury lawyer Hunter Garrett was pleased to take a client that three other lawyers had lured but not landed. He observed:

“Later, the client mentioned that I was the 4th lawyer that he called.”

Spending lots of money on the best bait around