Beyond Winning Negotiating to Create Value in Deals and Disputes

Name: Beyond Winning Negotiating to Create Value in Deals and Disputes
Availability: InStock
ISBN: 9780674012318

ISBN-10: 0674012313

ISBN-13: 9780674012318

Edition: 2000

Authors: Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello

List price: $33.00

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Description:

Conflict 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. In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the…

Book details

List price: $33.00
Copyright year: 2000
Publisher: Harvard University Press
Publication date: 4/15/2004
Binding: Paperback
Pages: 368
Size: 6.10" wide x 9.29" long x 1.14" tall
Weight: 1.122
Language: English

Scott Peppet is Associate Professor, University of Colorado School of Law.

Andrew S. Tulumello is an attorney in private practice.



Preface


Introduction



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 Deal-Making



Psychological and Cultural Barriers



A Problem-Solving Approach



Behind the Table



Across the Table



Advice for Resolving Disputes



Advice for Making Deals



Special Issues



Professional and Ethical Dilemmas



Organizations and Multiple Parties


Conclusion


Notes


Index