Index

Page numbers followed by f refer to figures.

The Abrasive Adversary, 104, 110–111

Accountability, 121

Adding value, 82–83, 91, 100

Adjuncts, 40–41

Administrative staff, see Support/administrative staff

Advice from other

on acting as fiduciary, 50

Almanza on, 225–226

Davis on, 124–125

Nicole Day on, 185

Ryan Day on, 267–268

Foster on, 280–281

Glover on, 273–274

from guest authors, 117–119 (See also individual lawyers)

Klein on, 250–251

Levitt on, 205–206

Mann on, 178–179

Sokol on, 262–263

Weiser on, 129

Williams on, 199–200

Willoughby on, 156

Zimmerman on, 233–234

Advice to clients, see Always (usually) give advice

Agency costs, 31–32

The Alchemist (Coelho), 165

Aligning incentives, 28, 30

The All-Powerful Government Lawyer, 104, 108

Almanza, Emily Galvin, 118, 219–227

Always (usually) give advice, 18–21

Almanza on, 222

Davis on, 122

Ryan Day on, 265

Levitt on, 204

Mann on, 175

Weiser on, 127

Williams on, 195

Yee on, 168

Zimmerman on, 231

Anchoring, in negotiating, 66

Anger, 98

Apathy, with challenging personalities, 101–102

Asking questions, 17–18

Almanza on, 225

Carter on, 255, 257

for clarification, 124

Nicole Day on, 183

Ryan Day on, 265–266

Asking questions (continued)

Levitt on, 203

Mann on, 175

Weiser on, 127, 128

when taking on a project, 80, 128

Williams on, 195

Yee on, 167–168

Zimmerman on, 231, 233

Attention to detail, 178

Attitude, 83, 84

Attorney–client privilege, 36

Attorney–client relationship, 37, 45–51

Authenticity, 143–144, 204, 206, 263

Autobiography of Malcolm X (Haley), 269

Baca, Matt, 118, 145–150

Bach, Amy, 219

Bagley, Constance E., 78, 138

Balance, 196, 202

Bar exam, 43, 73–74

BATNA (best alternative to negotiated agreement), 65

Bedside manner, 85

Behavior, inconsistent, 98

Behavior constraints, 30, 32–33, 60–61

Being a fiduciary, 45–51

by always putting clients' interests ahead of your own, 50–51

as broad principle taught, 11

knowing when you are, and on whose behalf, 46–49

seeking advice and help when, 50

slowing down when, 49–50

Beran, Dave, 96

Beran, Lindsey, 118, 187–191

Bernthal, J.

Best alternative to negotiated agreement (BATNA), 65

Biases, 61, 302–304

Big Fish (Wallace), 126

The Biggest Small Business Owner, 104, 106–107

Big Law, 25, 138–140, 224

Billing, 288

Davis on, 124–125

Levitt on, 202–203

negotiations around, 51

rates for, 81–82

and soft skills in lawyering, 21

tips for, 93–94

Blaming, 97

Body language, 83

Bossypants (Fey), 187

Boundaries, 240, 298–299

Brain fog, 78

The Bully (aka UAW Negotiator), 62

Burnout, 15, 86

Burnout (Nagoski and Nagoski), 181

The Caesars Palace Coup (Frumes and Indap), 246

Calmness, 95, 99, 103

Canva.com, 70

Care, duty of, 49

Careers

Baca on, 146–148

Bernthal on, 158–159

Davis on, 123

Edwards on, 240

first lawyering jobs in (see New lawyers)

impact of first job on, 71

law schools as “second careers,” 289–291

Levitt on, 206

networking as key in, 40

quitting the profession of lawyering, 301–304

Yee on, 172

Career placement services, 72, 238–239

Carnegie, Dale, 214

Carter, Stacy, 119, 253–258

Celebrating wins, 297

Challenging personalities, 95–113, 104f

approaches to managing, 99–103

lawyer's job in dealing with, 98–99

tips for dealing with types of, 103–112

traits of, 96–98

Character, 131–132

Cheat sheets on projects, 80–81

The Checklist Manifesto (Gawande), 275

Civil actions, 34, 53

Civil justice crisis, 131

Civil procedure coursework, 33

Clair, Matthew, 219

Classic coursework, 27–37

civil procedure, 33

constitutional law, 34–35

contracts, 28–33

criminal law, 34

ethics and professional responsibility, 36–37

evidence, 36

legal methods/writing/research, 35–36

property, 33

torts, 28

Clerking, 128, 202

Clients

acting as fiduciaries for, 45–51

Almanza on, 221–222

careful identification of, 92

Edwards on, 236, 237

fostering relationships with, 84

giving advice to, 18–21

Klein on, 247–248

learning to work with, 7–8 (see also specific topics)

legal relationship view of, 11

likes and dislikes of, about lawyers, 283–288

Lynch on, 243–244

major conversations with, 16

Mann on, 179

of other attorneys, 93

partners as, 237

soft skills for dealing with, 12–21

that you really like, 298

Troxel on, 213

updating, 124

Willoughby on, 153–154

as your boss, 89

Clinics, 42, 46–49, 53, 223

Close, Jennifer, 187

Coelho, Paolo, 165

Cognitive empathy, 12, 15

Collaborative negotiations, 65

Colleges, opportunities at, 42

Colvin, Geoff, 158, 162

Commandments for new lawyers, 77–88

on accepting ownership, 81

on being organized, 80–81

on “drafts,” 79–80

on foggy project traps, 79

on forms, 78–79

on hierarchies, 86–87

on junior lawyer's value, 88

keeping your own list of, 88

on learning mindset, 77–78

on management skills, 81–82

on mentor relationships, 85–86

on near- and long-term advantages, 83–85

on owning your mistakes, 88

for those working with contracts, 88

on three-to-five-year horizon, 82–83

Committing to a plan, 102–103

Communication(s)

in applying for jobs, 69–72

and attorney–client privilege, 36

client's preferences for, 289

Edwards on, 237–238

listening skills (see Listening)

in requested “drafts,” 79–80

soft skills in (see Soft skills)

speed of, 49

with support staff, 90–91

understanding technologies for, 115–116

writing (see Writing)

Compassionate empathy, 12, 15

Confidentiality, 89–90

Conflict, dealing with, 288

Conflicts of interest, 37, 48–49, 51

Constitutional law coursework, 34–35

Contracts, 28–33

agency costs and information asymmetry, 31–32

BATNA in, 65

classic coursework on, 28–33

constraining behavior and aligning incentives, 30

reputation constraints, 32–33

signature blocks for, 88

transaction costs, 31

Contract Assistant, 29

Core concepts of lawyering, 11–21.

Almanza on, 221–222

always (usually) give advice, 18–21

ask questions, 17–18

Lindsey Beran on, 189–190

Carter on, 255–256

in choosing and taking classes, 39

Davis on, 121

Nicole Day on, 183

Ryan Day on, 265–266

empathy, 12–16

Glover on, 270–271, 277–278

Klein on, 247–248

Levitt on, 203–204

listen first, talk second, 16–17

Mann on, 175

Sokol on, 260

Weiser on, 127

Williams on, 194–195

Zimmerman on, 230–231

Coursework

Almanza on, 223

applying soft skills concepts to, 21

Lindsey Beran on, 190–191

Carter on, 256

classic (see Classic coursework)

Davis on, 122–123

Nicole Day on, 184

Ryan Day on, 266

electives, 39–42, 53

Fitch on, 215

Glover on, 271–272, 279

Klein on, 248–249

Levitt on, 204–205

Mann on, 175–176

Sokol on, 261

Troxel on, 210

Weiser on, 127, 128

Williams on, 197–198

Willoughby on, 155

Yee on, 169

Zimmerman on, 232

Courtroom situations, 5

Cover letters, 69, 70

Creativity, 288

Criminal actions, 34, 51

Criminal justice reform, 34, 220

Criminal law coursework, 34

Cross Examination (Pozner and Dodd), 228

The Curmudgeon (aka Archie Bunker) negotiator, 63

Darrow, Clarence, 219

Database of contacts, 81

Dauchy, Craig E., 78

Davis, Lynne, 118, 120–125

Day, Nicole, 118, 181–186

Day, Ryan, 119, 264–268

Deliberate practice, 159–161

Den of Thieves (Stewart), 201

Desmond, Matthew, 219

Detail, attention to, 178

Devil in the Grove (King), 269

Difficult Conversations (Stone), 165, 207–208

Disconnecting from work, 295

Diversity, 131

Divorce cases, 32

Document retention policies, 36

Dodd, Roger, 228

Doida, Stan, 217

“Drafts,” considering work as, 79–80

Drug consumption, 296

Due diligence, 39–40, 50

Dune (Herbert), 264

Duties, 46–49, 51

Dweck, Carol, 126, 160

Educated (Westover), 275–276

Edwards, Margot S., 119, 236–240, 293

Egos, 66, 199

Electives in law school, 39–42, 53

Emails, 16, 36, 71

Emotional empathy, 12, 15

Empathy, 12–16

Lindsey Beran on, 189–190

Carter on, 255, 256

Nicole Day on, 183

Ryan Day on, 265, 266

Glover on, 277–278

Kawanabe on, 132, 134

kinds of, 12

lack of, 96

Levitt on, 203

Lynch on, 241, 244

in managing challenging personalities, 100–101

Mann on, 175, 179

Sokol on, 260

Weiser on, 127

Williams on, 194–195

Yee on, 167

Zimmerman on, 231

Energy, in work, 83, 84

Enthusiasm, 83, 178–179

Entrance into law school, 289–291

The Entrepreneur's Guide to Business Law (Bagley), 138

The Entrepreneur's Guide to Law and Strategy (Bagley and Dauchy), 78

Equity, 131, 220

Ericsson, Anders, 158, 159, 162

Ethics, 45.

Ethics coursework, 36–37

Evicted (Desmond), 219

Evidence coursework, 36

Excitement about work, 178–179

Experience for lawyers, 128, 129, 221, 289–291, 25

Expertise, 85, 158–163, 236–237

Externships, 42

Fees, negotiating, 51

Feld, Brad, 138

Fey, Tina, 187

Fiduciary, 45–46. See also Being a fiduciary

Fiduciary duty, 46–48

Filing, 237

Fisher, Roger, 126, 165, 180

Fitch, Josh, 118, 213–218

Fitch, Timothy James, 214–216

Five Dysfunctions of a Team (Lencioni), 253

Flattening hierarchies, 86–87

Flexner, Don, 202

Flynn, Vince, 246

Focus, 97, 288

Foggy project trap, 79

Forms, 78–80

For Whom the Bell Tolls (Hemingway), 201

Foster, William E. (Will), 117, 119, 275–281

Francis, Pope, 101

Frumes, Max, 246

Game theory, 57–59

Garner, 246

Gawande, Atul, 275

Gender, negotiations and, 61

Genuineness, 134

Getting to Yes (Fisher and Ury), 126, 165, 180

Getting to yes, in negotiations, 66–67

Girls in White Dresses (Close), 187

Gladwell, Malcolm, 192

Glover, Tyrone, 119, 269–274

Goals, 19–21, 89, 148, 254, 255

Godin, Seth, 151

Gray Man series (Greaney), 246

Greaney, Mark, 246

Growth, self-reflection for, 273

Growth mindset, 132, 160

Habits, 239

Haley, Alex, 269

Hanlon's Razor, 97

Happiness as a lawyer, 293–299

Almanza on, 226–227

Carter on, 257–258

Davis on, 125

Nicole Day on, 185–186

Ryan Day on, 266–268

and dealing with unhappiness, 299

disconnecting from work for, 295

Fitch on, 218

Foster on, 281

Glover on, 274

having a great team for, 298

identity outside of work for, 294

internalizing losses without dwelling on them for, 298

Kawanabe on, 134

Klein on, 251–252

laughing and celebrating wins for, 297

learning mindset for, 295

Levitt on, 206

managing stress for, 295–296

Mann on, 179–180

never compromising your value system for, 297

pride in work and its impact for, 294–295

Proffitt on, 143–144

setting personal-life boundaries for, 298–299

Sokol on, 263

Troxel on, 211

watching your drug consumption for, 296

Weiser on, 129

Williams on, 200

Willoughby on, 157

working with clients you really like for, 298

Yee on, 171, 172

Zimmerman on, 234–235

Hard skills, 43

The Hard Thing About Hard Things (Horowitz), 78

Health, managing, 82

Help, in acting as fiduciary, 50

Hemingway, Ernest, 201

Herbert, Frank, 264

The Hidden Brain (Vedantam), 151

Hierarchies, flattening, 86–87

High-Performing Senior Associate/Junior Partner, 104, 109

Horowitz, Ben, 78

How to Win Friends and Influence People (Carnegie), 214

Hugo, Victor, 148

Humility, 127, 132, 148

Identifying what really matters, 54–55

Identity outside of work, 44, 294

Idiots, seeing others as, 89–90

I Know How She Does It (Vanderkam), 120

Incentives, in contracts, 30, 32

Inclusion, 131

Incompetent people, 97

Inconsistent behavior, 98

Indap, Sujeet, 246

Information asymmetry, 31, 32

Inspiration, 273

Integrity, 204, 297

Intellectual property law, 93

“Interesting” practice, 83

Internalizing losses, 298

Interview, job, 71

Intuition, 171, 194

The “It's Not a Good Idea Unless It's My Idea” Guy, 104, 106

Jerk, acting like a, 98

Job hunt, 54, 69–72

Job offers, negotiating, 61

Jobs, Steve, 97, 275

Joint ventures, 32

Juggling, 132

Just Mercy (Stevenson), 145, 187, 219, 228

Kaling, Mindy, 187

Kawanabe, Kenzo, 118, 130–137

King, Gilbert, 269

Klein, Randall (Randy), 119, 245–252

Kluger, Allison, 263

Kohler-Hausmann, Issa, 219

Laughing, 297

Law school(s), 1, 2. See also Coursework

Almanza on, 219–220, 222–223

Lindsey Beran on, 188, 190

Bernthal on, 159

career placement services of, 72

Carter on, 253–254

caste systems in, 6

Davis on, 120–123

Nicole Day on, 181–182

Ryan Day on, 264–266

day-to-day lawyering vs.

divide between lawyering and, 5–9

entrance into, 289–291

Fitch on, 214

Glover on, 270, 271, 276–278

hard skills learned in, 43

Klein on, 246, 248

lack of real professional preparation by, 5–6

Levitt on, 201–202, 204

Mann on, 174–175

practical knowledge from classic coursework in, 27–37

as professional training, 39

rankings of, 23–25

as “second career,” 289–291

soft skills learned in, 43, 44

Sokol on, 259–261

Troxel on, 209, 210

Weiser on, 126–128

Williams on, 193, 196–197

Willoughby on, 151–152, 154–155

Yee on, 165–166, 168–169

Zimmerman on, 229, 231

Lawyer(s):

assumptions about integrity of, 92

bar exam for, 73–74

Lawyer(s): (continued)

clients' likes and dislikes about, 283–288

as fiduciaries, 45–51

Kawanabe on need for, 130–131

of other clients, speaking with, 93

post-graduation success of, 2–3

salaries of, 7–9

skills for (see Skills for lawyers)

Lawyering (practice of law). See also individual topics

Almanza on, 220–222, 225–226

divide between law school and, 5–9

“interesting,” 83

quitting the profession of, 301–304

recent changes in, 3

as service industry, 89, 153, 154, 243–244, 255

as a trade, 39

Williams on, 193–194

Learning, 216, 263

Learning mindset, 77–78, 295

Lee, Harper, 145

Legal methods coursework, 35

Lencioni, Patrick, 253

Leveraging:

by adding value, 91

in negotiations, 66–67

of past experiences, 84

Levitt, Alfred, 118, 201–206

Lincoln, Abraham, 149

LinkedIn profile, 69, 70

Listening, 16–17

Almanza on, 222, 225

Lindsey Beran on, 189

with challenging personalities, 100

Davis on, 121

Nicole Day on, 183

Ryan Day on, 265–266

Levitt on, 203

Mann on, 175, 179

to mentors, 85–86

out of necessity, 16

Proffitt on, 142–143

as a strategy, 16–17

Weiser on, 127

Williams on, 195

Yee on, 167

Zimmerman on, 231

Litigation, 33, 49, 65, 132–133, 260

Long-term advantages, 32–33, 83–85, 288

Long Walk to Freedom (Mandela), 192–193

LSATs, 289, 24

Lynch, Jason M., 119, 241–244

Malpractice, empathy and, 15

Management skills, 78, 81–82, 84, 86, 99–103

Mandela, Nelson, 192–193

Manipulative people, 97

Mann, Gregory, 118, 174–180

Mentor relationships:

Almanza on, 221

Edwards on, 240

Fitch on, 217

Kawanabe on, 132

Klein on, 247

for success in lawyering, 44

using and fostering, 85–86

Weiser on, 128

Willoughby on, 156

Mergers and acquisitions, 29, 31, 47–49, 65

Meyer, Danny, 243

Mindset:

Bernthal on, 160

on billing, 124–125

of ends justifying means, 99

growth, 132, 160

Kawanabe on, 132

of learning, 77–78, 295

Proffitt on, 139, 140

for successful job hunt, 72

of three-to-five-year horizon, 82–83

Mindset (Dweck), 126

Misdemeanorland (Kohler-Hausmann), 219

Mistakes, 288

Almanza on, 222–225

Lindsey Beran on, 190

Carter on, 256–257

Davis on, 122, 124

Nicole Day on, 183–185

Ryan Day on, 265–267

in drafting documents, 84

Foster on, 278, 280

Glover on, 271–273

internalizing, without dwelling on, 298

Klein on, 248–250

Levitt on, 204, 205

made by new lawyers, 89–94

Mann on, 177

owning your, 88

Sokol on, 260–262

Weiser on, 128

Williams on, 196–199

Willoughby on, 154, 156

Yee on, 170–171

Zimmerman on, 231, 233

Mr.

Mr. Something To Prove, 104, 107–108

Mitch Rapp books (Flynn), 246

Mock trials, 5, 53

Models, for efficiency, 80

Moot Court, 169

Mullarkey, Mary J., 133

Multiplay games, 59

Musk, Elon, 97

Nagoski, Amelia, 181

Nagoski, Emily, 181

Near-term advantages, 83–85

Necessity, listening out of, 16

Negligence, 28

Negotiations, 53–67

around billing and fees, 51

building leverage and getting to yes in, 66–67

collaborative, walk-away threats vs., 65

and game theory, 57–59

identifying what really matters in, 54–55

preparing for, 55–56

styles of and approaches to, 55, 57, 61–64

tactics for, 54, 57, 64

taking elective class in, 39

when reputations still matter, 60–61

winner-take all games, 60

of win-win agreements, 59–60

Networking:

in choosing electives, 40

Glover on, 273–274

in job hunt, 71–72

Mann on, 178

professional and personal networks for, 44

social capital from, 85

Never Split the Difference (Voss), 151

New lawyers, 75

Almanza on, 220–221

bar exam for, 73–74

Lindsey Beran on, 188–189

Carter on, 254–255

commandments (suggestions) for (see Commandments for new lawyers)

common mistakes made by, 89–94

Nicole Day on, 182

Ryan Day on, 265

Glover on, 270, 277

New lawyers (continued)

guest author advice for, 117–119

job hunt for, 69–72

Klein on, 246–247, 250–252

Levitt on, 202–203

Mann on advice for, 177–178

real-world skills development for, 6

soft skills for, 12–21

Sokol on, 259

technology proficiency of, 115–116

Willoughby on, 153–154

Yee on, 166–167

Zimmerman on, 229–230

The Nice Guy (aka Used-Car Salesman) negotiator, 62

99designs.com, 70

Nino and Me (Garner), 246

Objectivity, 196

168 Hours (Vanderkam), 120

Ordinary Injustice (Bach), 219

Organization, importance of, 80–81

Overcommitment, 49–50

Ownership:

of projects, 81

of your mistakes, 88

Partners for Justice, 227

Partnerships, law school attended and, 25

Passion, 83

Past experiences, leveraging, 84

Pattern recognition, 84

Peak (Ericsson and Pool), 158, 162

People skills, 5

Personal injury, 28

Personal life, 146–148, 235, 298–299

Personal network, 44

Pool, Robert, 158, 162

Pozner, Larry, 228

Practical Wisdom (Sharpe and Schwartz), 127

Practice of law, see Lawyering

Practicing attorneys, courses taught by, 41

Pride in your work, 294–295

Prisoner's dilemma, 58–59

Privilege and Punishment (Clair), 219

Problem-solving, courses to help with, 39

Product liability, 28

Professionalism, 85

Professional network, 44

Professional responsibility coursework, 36–37

Professors, 40–41

Proffitt, Rachel, 118, 138–144

Project management, 84

Property coursework, 33

Questions.

about what really matters in negotiations, 54–55

giving advice in the form of, 19

Quitting lawyering, 301–304

Rankings of law schools, 23–25

Real estate transactions courses, 33

Reality, not accepting, 97

Real-world experience, 6

Reassurance, 95

Recruiting from law schools, 23–24

Relationships. See also Networking

Almanza on, 221–222

attorney–client, 37, 45–51

calm guidance and reassurance in, 95

in client development, 84

difficult (see Challenging personalities)

Edwards on, 240

mentor, 44, 85–86

power imbalance in, 221–222

with senior lawyers, 82

sexual, at work, 91

Sokol on, 262–263

with support/administrative staff, 90–91

surrounding yourself with people you like, 186

treating some people worse than others, 98

Troxel on, 210–211

Zimmerman on, 235

Reputation, 32–33, 60–61, 132, 140–142, 217–218

Research, 35, 71–72, 80, 84, 93

Responsiveness, 288

Resume, 69–70

The Role of Deliberate Practice in the Acquisition of Expert Performance (Ericsson), 162

Rules, 273

Rules of Civility (Towles), 201

Rule of Law, 130–131

Salaries, 81–83

Saunders, George, 147

Schwartz, Barry, 127

Scorched-earth negotiations, 55

“Second careers,” law schools as, 289–291

Self-control, lack of, 97

Self-management, 82

Self-Proclaimed Smartest Person in the Room, 104, 105

Self-reflection, 273

Service industry, lawyering as, 89, 153, 154, 243–244, 255

Setting the Table (Meyer), 243

Sexual relationships at work, 91

Sharpe, Ken, 127

Short-term advantages, 83–85

Singer, Michael A., 207, 213–214

Single-play games, 59

Skills for lawyers, 5–6, 43–44

communication skills (see Communication(s))

hard, 43

Kawanabe on, 131–132

management skills, 78, 81–82, 84, 86, 99–103

soft (see Soft skills)

that translate to other industries, 301–302

Small wins, 83–84

Smooth, Steady, and Smart (aka Dianne Lockhart) negotiator, 64

Social capital, 85

Social media, 34, 35, 40, 70, 116

Soft skills, 18–21, 43, 44, 127, 167–168. See also individual skills

Sokol, Nikki Stitt, 119, 259–263

Specialization, 2, 27, 41–42

Speed, in decision making, 49–50

SRS/Acquiom, 29

Starting a law firm, 211–212, 216–218

State laws, 89–90

Stevenson, Bryan, 145, 187, 219, 228

Stewart, James B., 201

Stewart, Potter, 96

Stone, Douglas, 165, 207–208

Storytelling, 133–134

Strategy:

in game theory, 57–59

listening as a, 16–17

for near- and long-term advantages, 83–85

in negotiating, 66

and predicting future issues, 288

Strayed, Cheryl, 253

Stress management, 295–296

Student rating data, 40

Success:

change in factors for, 3

Nicole Day on, 183

mentors as key ingredient for, 86

post-graduation, 2–3

short- and long-term, 96

skills necessary for, 43–44

Weiser on, 129

Willoughby on, 155

Success mindset, 72

Support/administrative staff, 82, 90–91, 298

Talent Is Overrated (Colvin), 158, 162

Teachers:

choosing courses by quality of, 40–41

lawyers as, 288

Teamwork, 132, 239–240

The Technocrat (aka Pocket Protector Person) negotiator, 62–63, 66

Technology, 84, 115–116

Tenure, 6, 39–41

Thank you notes, 71

Three-to-five-year horizon, 82–83

Time:

Baca on, 146, 147

being on time, 83

managing, 82

of others, being considerate of, 91

The Tipping Point (Gladwell), 192

To Kill a Mockingbird (Lee), 145

Torts coursework, 28

Towles, Amor, 201

Transaction costs, 31

Transition to real world:

Almanza on, 227

Davis on, 125

Nicole Day on, 186

Foster on, 281

Glover on, 274

Klein on, 252

Levitt on, 206

Sokol on,263

Williams on, 200

Yee on, 173

Zimmerman on, 235

Trial skills, 5, 53, 134–137

Tribes (Godin), 151

Troxel, Nicholas (Nick), 118, 207–213

Truth, bending the, 97

The Turf-Protecting Academic or Nonprofit Director, 104, 111–112

Understanding, with challenging personalities, 102

Unhappiness, 299. See also Happiness as a lawyer

Unresponsive But Super Important Third Party, 104, 110

The Untethered Soul (Singer), 207, 213–214

Ury, William, 126, 165, 180

U.S. News & World Report rankings, 6

Value:

adding, 82–83, 91, 100

of a junior lawyer, 88

provided to your mentors, 86

Values, 146–148, 297

Vanderkam, Laura, 120

Vedantam, Shankar, 151

Venture Deals (Feld and Mendelson), 7, 29, 53, 138

Venture financing, 55

Voss, Chris, 151

Walk-away threats, 65

Wallace, Daniel, 126

Weiser, Phil, 118, 126–129

Westover, Tara, 275–276

Wild (Strayed), 253

Williams, Robyn T., 118, 192–200

Willoughby, Kimberly R., 118, 151–157

The Wimp (aka George McFly) negotiator, 63

Wins, 84, 297

Winner-take-all games, 30, 60

Win-win agreements, 30, 59–60

Work ethic, 83, 132

Work hours, 84

Work product, 36, 64, 91, 254–255, 277

Writing, 133, 155, 169, 254–255

Writing coursework, 35–36

Yee, Jolene A., 118, 164–173

Zimmerman, Jennifer, 118, 228–235