Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.
Material type: TextPublication details: Cambridge, Mass. ; London : Belknap, c2000.Description: xiii, 354 p. ; 24 cmISBN:- 9780674012318 (pbk.) :
- 0674012313
- 347.09 MNO
- K120 .M66 2000
Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
---|---|---|---|---|---|---|---|
Long Loan | TUS: Midlands, Main Library Athlone General Lending | 347.09 MNO (Browse shelf(Opens below)) | 1 | Available | 201508 |
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.
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'.