Negotiating in the legal profession can be very tricky. You rarely know what you are going up against as far as experience, style, and performance. One really has to be aware of all the possible levers which may be pulled at any given time during the process to get what you need or want. You must also be aware of your weaknesses and your opponents strengths. One of the most exciting classes I took in law school was one really creative negotiation class. I learned a lot about how negotiating works. For any attorney, it is a must have in your collection of legal information...a legal negotiation book. I would recommend Lawyers Guide to Negotiation.