Mnookin, Robert H. <br/><br/>
Beyond winning :  negotiating to create value in deals and disputes / 
Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello. 
 - Cambridge, Mass. :  Belknap Press of Harvard University Press,  2000. 
 - xiii, 354 pages :  illustrations ;  24 cm 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/> "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. 
<br/><br/><label>ISBN: </label>0674003357 9780674003354 0674012313 9780674012318 
<br/><br/><label>LCCN: </label>00039787  
<br/><br/><label>Nat. Bib. No.: </label>GBA065923  bnb GBA0-65923 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Practice of law.<br/>Attorney and client.<br/>Negotiation.<br/>Dispute resolution (Law)<br/>Compromise (Law)<br/>Droit--Pratique.<br/>Relations avocat-client.<br/>Négociations.<br/>Règlement de conflits.<br/>Transaction (Droit)<br/>Règlement de différends.<br/>Avocats.<br/>Droit.<br/>Attorney and client.<br/>Compromise (Law)<br/>Dispute resolution (Law)<br/>Negotiation.<br/>Practice of law.<br/>Onderhandelen.<br/>Conflictmanagement.<br/>Probleemoplossing.<br/>Bemiddeling.<br/>Advocatuur.<br/>Beilegung<br/>Rechtsstreit
<br/><br/><label>Subjects--Geographic Terms: </label><br/>USA<br/>USA.
<br/><br/><label>LC Class. No.: </label>K120  / .M66 2000 
<br/><br/><label>Dewey Class. No.: </label>347/.09