Beyond Winning: Negotiating to Create Value in Deals and DisputesConflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don’t settle, relationships fall apart, justice is delayed. 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. |
Contents
The Dynamics of Negotiation | |
The Tension between Creating and Distributing Value | |
The Tension between Empathy and Assertiveness | |
The Tension between Principals and Agents | |
Why Lawyers? | |
The Challenges of Dispute Resolution | |
The Challenges of DealMaking | |
Psychological andCultural Barriers Part III A ProblemSolving Approach 7 Behind the Table | |
Across the Table | |
Advice for MakingDeals Part IV Special Issues 11 Professional andEthical Dilemmas | |
Organizations and Multiple Parties | |
Other editions - View all
Beyond Winning: Negotiating to Create Value in Deals and Disputes Robert H. Mnookin,Scott R. Peppet,Andrew S. Tulumello No preview available - 2004 |