Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.
2000
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Items
Details
Author
Title
Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.
Added Author
Imprint
Cambridge, Mass. : Belknap Press of Harvard University Press, 2000.
Copyright
© 2000
Description
1 online resource (xiii, 354 pages) : illustrations
Formatted Contents Note
Pt. I. The Dynamics of Negotiation
1. The Tension between Creating and Distributing Value
2. The Tension between Empathy and Assertiveness
3. The Tension between Principals and Agents
Pt. II. Why Lawyers?
4. The Challenges of Dispute Resolution
5. The Challenges of Deal-Making
6. Psychological and Cultural Barriers
Pt. III. A Problem-Solving Approach
7. Behind the Table
8. Across the Table
9. Advice for Resolving Disputes
10. Advice for Making Deals
Pt. IV. Special Issues
11. Professional and Ethical Dilemmas
12. Organizations and Multiple Parties.
1. The Tension between Creating and Distributing Value
2. The Tension between Empathy and Assertiveness
3. The Tension between Principals and Agents
Pt. II. Why Lawyers?
4. The Challenges of Dispute Resolution
5. The Challenges of Deal-Making
6. Psychological and Cultural Barriers
Pt. III. A Problem-Solving Approach
7. Behind the Table
8. Across the Table
9. Advice for Resolving Disputes
10. Advice for Making Deals
Pt. IV. Special Issues
11. Professional and Ethical Dilemmas
12. Organizations and Multiple Parties.
Summary
"Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques." "In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one's own client and across the table with the other side. They offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before."--Jacket
Bibliography, etc. Note
Includes bibliographical references and index.
Source of Description
Description based on online resource; title from digital title page (viewed January 10, 2022)
Available in Other Form
Access Note
Unlimited user
Linked Resources
Course Lists
Negotiations by Landon (SPRING 2022)
Language
English
ISBN
9780674504103 (e-book)
9780674504097 (electronic book)
0674504097 (electronic book)
0674012313 (paperback)
9780674012318 (paperback)
0674504100
0674003357
9780674003354
9780674504097 (electronic book)
0674504097 (electronic book)
0674012313 (paperback)
9780674012318 (paperback)
0674504100
0674003357
9780674003354
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