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Things corporate counsel need to know but were not taught 
Corporate Counsel?
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About the book

Negotiation: Things Corporate Counsel Need to Know but Were Not Taught focuses on the negotiation of better deals and settlements from an in-house lawyer's perspective. 

Corporate lawyers are rarely trained to negotiate, even though we are frequently required to achieve the earliest and least costly outcomes to deals and disputes. Increasingly, lawyers are expected to lead negotiations. 

This is the only negotiation book specifically written for corporate counsel. It provides tools and techniques to broaden the options for mutual gain beyond the narrow issues commonly focused on in deal making and dispute resolution and inspires ideas on how to meet top management expectations, to acquire internal authority to lead negotiations and to exert control over the process and outcome. 

What's covered?

The book includes detailed, practical treatment of the following and more: 

  • exerting strategic influence on the course of a deal or settlement

  • presenting the Law function as a value generator rather than a cost centre

  • getting the other side to the table in the right frame of mind 

  • handling emotions productively 

  • understanding how neurobiology and culture impact on negotiating

  • deploying dispute avoidance strategies

  • steering unavoidable disputes to the best possible outcomes

  • improving negotiation using technology

  • using emotional and social intelligence in negotiating deals and settlements

  • knowing where to find more information on different aspects of negotiation 


How this book will help you

The goal of this book is to inspire, by drawing on the ideas of the leading thinkers in the negotiation field around the world, plus experiences, examples and practice tools from the corporate counsel peer review group and the author. This book offers proven methods and invaluable insights on successful negotiation processes for both in-house counsel and business lawyers in private practice, as well as business managers and dispute resolvers such as mediators and arbitrators.

Peer review comments

"Spot on! A very user-friendly book on negotiation that I was actually using even before I finished reading. It made me think more creatively about all my negotiations to come. A must-read for every current and future in-house counsel"

Cyril Dumoulin
Senior Legal Counsel Global Litigation
Shell International

Reviews of Negotiation

Review by Marcus Lim in the 2017 Asian Journal on Mediation published by the Singapore Academy of Law, November 2017 – read review

Review by Donna Ross, June 2017  for the journal “The Arbitrator & Mediator” published by The Resolution Institute - read review

Review by F. Peter Philips, June 9th 2017 for

Business Conflict Management - read review

Review by Martin Brink, July 2017 for the Corporate Mediation Journal published by Eleven International - read review

Review published in the SCMA Newsletter, October 2017 by Stephen Walker ( - read review

Review by Sylwester Pieckowski of Radzikowski Szubielska & Partners LLP, Warsaw, published in December 2018 - read review

Useful Links

Further Resources

About the author

Michael Leathes spent his career as a corporate counsel with Gillette, Pfizer, International Distillers & Vintners and BAT based variously in Brussels, New York and London. His pro bono duties included board memberships of CPR Institute (2003-2006) and the International Mediation Institute (2007-2015).

Wolters Kluwer is a leading global publisher and information services company offering a wide range of publications, data, information and software for legal, business, tax, accounting, finance, audit, risk, compliance, and healthcare professionals.


I welcome comments, suggestions, ideas or contributions for later editions.
Please feel free to email me at

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