Beyond Winning: Negotiating to Create Value in Deals and Disputes - Couverture rigide

Mnookin, Robert H.; Peppet, Scott R.; Tulumello, Andrew S.

Couverture rigide

ISBN 10 : 0674003357 ISBN 13 : 9780674003354

Editeur : Harvard University Press, 2000

Synopsis

Book by Mnookin Robert H Peppet Scott R Tulumello Andrew S

A propos du livre

Revue de presse :

"The practice of law has become more contentious and competitive, not less. The authors of [Beyond Winning]... advocate that parties [instead] practice 'value creation' (i.e., the attempt to 'enlarge the pie') so that both parties to a negotiation receive bigger returns... The book does an excellent job of breaking down relationships, players, tensions and organizations to lay bare the inner-workings of the actors in a negotiation and the situations they create." - William J. Estes, New York Law Journal; "On the cutting edge of negotiation literature, Beyond Winning is a spectacular integration of our contemporary understanding of negotiation, modern social science, and the legal context. This is an excellent book and is sure to become a must-read for lawyers, law students, and executives who deal with the legal process on a regular basis." - Max Bazerman," --Harvard Business School

Présentation de l'éditeur :

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.

À propos de cette édition

• Éditeur: Harvard University Press
• Date d'édition: 2000
• ISBN 10: 0674003357
• ISBN 13: 9780674003354
• Reliure: Relié
• Nombre de pages: 368