Beyond Winning
Negotiating to Create Value in Deals and Disputes
Nonfiction, Reference & Language, Law, General Practice, Business & Finance, Management & Leadership, Negotiating
| Author: | Robert H. Mnookin | ISBN: | 9780674504103 |
| Publisher: | Harvard University Press | Publication: | April 15, 2004 |
| Imprint: | Harvard University Press | Language: | English |
| Author: | Robert H. Mnookin |
| ISBN: | 9780674504103 |
| Publisher: | Harvard University Press |
| Publication: | April 15, 2004 |
| Imprint: | Harvard University Press |
| Language: | English |
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.
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.
