Buy direct from the author and save

Shift to a "legal strategist" mindset

Advanced strategies for navigating complex scenarios

Mastery of strategic questioning

Explores various dispute resolution methods

Buy direct from the author and save

Learn the skill to de-escalate confrontation

Mastering negotiation communication skills

Understand the ultimate sources of leverage

Approach negotiation with strategic foresight

Proven tactics that shift bargaining power

Strategic control over the negotiation process

Advanced strategies:

Strategies of influence

Anchoring & bracketing

Nibbling & vice technique

Impasses & deadlocks

Time pressures & ultimatums

When to walk away

...and many more

Win before you ever step into court.

Mastering Negotiation for Legal Practitioners highlights negotiation as the “silent courtroom” where the majority of legal matters are settled. This book is your gateway to transforming everyday legal conversations into strategic opportunities for influence and resolution. Through practical insights and practice-based examples, you’ll uncover how effective negotiation unfolds across multiple stages, requiring preparation, emotional control, persuasive communication, and a sharp grasp of conflict dynamics.

 

Explore a range of dispute resolution methods, learn advanced techniques used by seasoned legal professionals and mediators, and navigate the ethical challenges unique to legal practice. More than a skill set, this book invites you to adopt a new mindset — one that sees disputes in legal practice not as a battle to win, but as a craft to master, where the best outcomes are built through collaboration, clarity, and strategic thinking.

Why a book on negotiation?   3 Reasons.

While legal practitioners negotiate constantly with opposing counsel, clients, courts, and colleagues, they rarely receive comprehensive, profession-specific training in essential skills of negotiation.

Reason 1

Clients measure your success as legal practitioner by results, not rhetoric.

Reason 2

Poor negotiation costs you time, money, clients, and reputation.

Reason 3

90% of legal disputes never reach trial. They’re resolved in negotiation.

This comprehensive 200 page book bridges the gap between legal expertise and practical negotiation mastery, equipping attorneys with proven strategies to secure better outcomes for clients while reducing costly litigation and lengthy disputes.

 

Written specifically for the legal profession and mediators, it reveals how top legal negotiators leverage psychology, preparation techniques, and ethical influence to consistently achieve favorable settlements and build stronger professional relationships.

Find out what is covered in the book or read and extract from the book.

See disputes not as a battle to win, but as a craft to master, where the best outcomes are built through collaboration, clarity, and strategic thinking.

Most lawyers are trained to argue, not negotiate.

 

Law school hones skills of reasoning, writing, and adversarial persuasion. You learn how to cite authority, apply principles, and dismantle an opponent’s case.

But ask yourself:

■ How many disputes actually end in a full trial?

■ How many contracts are signed without terms being negotiated first?

The truth: 90% of legal work is negotiation in disguise.

 

■ A settlement meeting is negotiation.

■ A plea bargain is negotiation.

■ A mediation is negotiation.

■ Even deciding trial dates with an opposing attorney is, in its essence, negotiation.

■ If you are not trained in structured negotiation, you are leaving outcomes—and your clients’ futures—to chance.

Who should read this book?

 

■ Litigators who want to settle stronger and faster

■ Commercial lawyers who draft and review contracts daily.

■ Criminal defense practitioners who bargain with prosecutors.

■ Family lawyers who deal with high-emotion negotiations.

■ Mediators and arbitrators who guide parties to agreement.

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Courses, workshops, lecturing

ONLINE WORKSHOP

■ Full day online (9 hours)

■ 4 weeks online (10 hours)

■ Interactive and practical workshop

■ Copy of Mastering Negotiation book & course manual supplied

CORPORATE WORKSHOP

■ Full day at corporate venue (9 hours)

■ 2 half days at corporate venue (10 hours)

■ Workshop could be customised to suit corporate needs

■ Copy of Mastering Negotiation book & course manual supplied

LECTURING / EVENTS

■ Bespoke and customised negotiation training offered

■ Guest lecturing offered

■ Short event and speaking engagements offered to suit your needs

Need to find out more about the courses, workshops, events? Drop us an email on info@masteringnegotiation.co.za or eugene@oppermansinc.co.za or use this form to connect to receive our costs structures, next course dates and availability.

What some of our readers say

  • "As a young family law practitioner, the sections on managing high-conflict situations have been a lifesaver. The guidance on separating the people from the problem and using non-violent communication has equipped me to handle emotionally charged divorces with confidence and empathy."

    Fatima (Family Law Attorney) • Wynberg

  • "I thought I knew all the tricks, but the detailed breakdown of tactics like ‘The Flinch’, ‘The Vise Technique’, and ‘Nibbling’ gave me a new edge. This is a practical, actionable book that delivers immediate results at the bargaining table."

    Michael (Commercial Attorney) • Sandton

  • “The Silent Courtroom gave me confidence. I now walk into negotiations knowing I have structure and strategy—not just instinct.”

    Brian L (Candidate Attorney) • Stellenbosch

  • "The structured 18-step negotiation process is brilliant. I've turned it into a checklist for my team to ensure we never enter a negotiation unprepared again. It’s brought a new level of discipline and success to our practice."

    Nomvula Khumalo (Attorney) • Randburg

  • “The strategies in this book are not just theoretical; they’re practical and effective.”

    Werner B (Prokureur & Aktevervaardiger) • Bloemfontein

  • "Eugene Opperman’s treatment of the BATNA/WATNA conundrum in legal practice is masterful. Understanding that a client's best alternative can also be their worst has become a cornerstone of my risk assessment and settlement advice." — Ben Carter, Personal Injury Specialist

    Ben (Personal Injury Attorney) • George

  • “This book changed how I approach every client negotiation. I realized I had been giving away too much simply by over-explaining. Now, I negotiate with intent.”

    Adv Muhammad • Pretoria

  • “Finally, a negotiation guide that speaks the language of lawyers. Practical, precise, and powerful.”

    Lillian Krantz (Attorney) • Kimberley

  • "The 'Feel, Felt, Found' technique is pure genius for disarming confrontational opponents. Instead of arguing, I now align and redirect. It has been incredibly effective in turning adversarial dynamics into collaborative problem-solving."

    Thabo Molefe (Labour Law Consultant) • Cape Town

  • “This book has transformed the way I interact with clients. I can’t recommend it enough!”

    Director T

  • "As a mediator, the chapter on overcoming impasses and deadlocks is my new go-to resource. The techniques for reality testing, reframing, and using caucuses strategically are laid out with exceptional clarity."

    Maria (Certified Mediator) • Helderberg

  • "I was particularly struck by the chapter on the role of apology in dispute resolution. It goes beyond the legal implications to explore how a sincere apology can satisfy a client’s need for vindication and unlock settlements that money alone cannot achieve. A crucial insight for any practitioner."

    Robert M (Medical Malpractice Attorney) • Bellville