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Beyond winning : negotiating to create value in deals and disputes

Author: Robert H Mnookin; Scott R Peppet; Andrew S Tulumello
Publisher: Cambridge, Mass. : Belknap Press of Harvard University Press, 2000.
Edition/Format:   Print book : EnglishView all editions and formats
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  Read more...
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Document Type: Book
All Authors / Contributors: Robert H Mnookin; Scott R Peppet; Andrew S Tulumello
ISBN: 0674003357 9780674003354
OCLC Number: 423438276
Description: xiii, 354 p. : ill. ; 24 cm
Contents: 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.
Responsibility: Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.

Abstract:

The tactics employed in legal deals and disputes often result in a breakdown in communication or in unsettled cases. This book offers a step-by-step guide to conflict resolution, providing both  Read more...

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"The practice of law has become more contentious and competitive, not less. The authors of [Beyond Winning]... advocate that parties [instead] practice 'value creation' (i.e., the attempt to 'enlarge Read more...

 
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