TY  - BOOK
AU  - Mnookin,Robert H.
AU  - Peppet,Scott R.
AU  - Tulumello,Andrew S.
TI  - Beyond winning: negotiating to create value in deals and disputes 
SN  - 9780674012318 (pbk.) :
AV  - K120 .M66 2000
U1  - 347.09 MNO 
PY  - 2000///
CY  - Cambridge, Mass., London
PB  - Belknap
KW  - Practice of law
KW  - Attorney and client
KW  - Negotiation
KW  - Dispute resolution (Law)
KW  - Compromise (Law)
KW  - Law
KW  - ukslc
KW  - Business & Management
KW  - thema
KW  - Arbitration, mediation & alternative dispute resolution
N1  - Originally published: 2000; Includes bibliographical references and index; Part 1.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 -- Part II.Why lawyers -- 4.The challenges of disput resolution -- 5.The challenges of deal-making-- 6.Psychological and cultural barriers -- Part III.A problem-solving approach -- 7.Behind the table -- 8.Across the table -- 9.Advice for resolving disputes -- 10.Advice for making deals -- Part IV.Special issues -- 11.Professional and ethical dilemmas -- 12.Organizations and multiple parties
N2  - The tactics employed in legal deals and disputes often result in a breakdown in communication or in unsettled cases. This book offers a step-by-step guide to conflict resolution, providing both lawyers and their clients with ways to change 'conflict to collaboration'
ER  -