TY  - BOOK
AU  - Mnookin,Robert H.
AU  - Peppet,Scott R.
AU  - Tulumello,Andrew S.
TI  - Beyond winning: negotiating to create value in deals and disputes 
SN  - 0674003357
AV  - K120 .M66 2000
U1  - 347/.09 21
PY  - 2000///
CY  - Cambridge, Mass.
PB  - Belknap Press of Harvard University Press
KW  - Practice of law
KW  - Attorney and client
KW  - Negotiation
KW  - Dispute resolution (Law)
KW  - Compromise (Law)
KW  - Droit
KW  - Pratique
KW  - Relations avocat-client
KW  - Négociations
KW  - Règlement de conflits
KW  - Transaction (Droit)
KW  - Règlement de différends
KW  - eclas
KW  - Avocats
KW  - fast
KW  - Onderhandelen
KW  - gtt
KW  - Conflictmanagement
KW  - Probleemoplossing
KW  - Bemiddeling
KW  - Advocatuur
KW  - Beilegung
KW  - gnd
KW  - Rechtsstreit
KW  - USA
KW  - swd
N1  - 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
N2  - "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
ER  -