\(
\def\WIPO{World Intellectual Property Organisation}
\)
Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.
2000
U 11 MNO.B
Available at WIPO Library
Items
Details
Title
Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.
Description
xiii, 354 pages : illustrations ; 24 cm
ISBN
0674003357
9780674003354
0674012313 paperback
9780674012318 paperback
9780674504103 e-book
0674504100
9780674504097 electronic book
0674504097 electronic book
9780674003354
0674012313 paperback
9780674012318 paperback
9780674504103 e-book
0674504100
9780674504097 electronic book
0674504097 electronic book
Alternate Call Number
U 11 MNO.B
Summary
"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.
Note
Donated to the library. Table of Contents : Part I : The dynamics of negotiation Part II : Why lawyers? Part III : A problem-solving approach Part IV : Special issues.
Print ed. published by: Cambridge, Mass. : Belknap Press of Harvard University Press, ©2000.
Print ed. published by: Cambridge, Mass. : Belknap Press of Harvard University Press, ©2000.
Bibliography, etc. Note
Includes bibliographical references and index.
Formatted Contents Note
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.
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.
Series
Published
Cambridge, Mass. : Belknap Press of Harvard University Press, 2000.
Language
English
Record Appears in
all
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.