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Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.

By: Contributor(s): Material type: TextTextPublication details: Cambridge, Mass. : Belknap Press of Harvard University Press, 2000.Description: xiii, 354 pages : illustrations ; 24 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 0674003357
  • 9780674003354
  • 0674012313
  • 9780674012318
Subject(s): Additional physical formats: Online version:: Beyond winning.; Online version:: Beyond winning.DDC classification:
  • 347/.09 21
LOC classification:
  • K120 .M66 2000
Other classification:
  • 77.63
  • 86.02
  • KN398.4
  • N398.6
  • PG 470
  • PU 5460
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.
Review: "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.

Includes bibliographical references and index.

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.

"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.

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