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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. ; London : Belknap, 2000
Edition/Format:   Print book : EnglishView all editions and formats
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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  Read more...

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Document Type: Book
All Authors / Contributors: Robert H Mnookin; Scott R Peppet; Andrew S Tulumello
ISBN: 0674012313 9780674012318 0674003357 9780674003354
OCLC Number: 472191603
Description: xiii, 354 s. : illustrations ; 23 cm
Contents: Preface Introduction 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 II. Why Lawyers? 4. The Challenges of Dispute Resolution 5. The Challenges of Deal-Making 6. Psychological and Cultural Barriers III. A Problem-Solving Approach 7. Behind the Table 8. Across the Table 9. Advice for Resolving Disputes 10. Advice for Making Deals IV. Special Issues 11. Professional and Ethical Dilemmas 12. Organizations and Multiple Parties Conclusion Notes Index
Responsibility: Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello

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Observing that today's tough, adversarial legal negotiations preempt mutually beneficial problem solving between parties, Mnookin and his coauthors urge lawyers to adopt a proactive, optimistic and Read more...

 
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