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Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.

By: Contributor(s): Material type: TextTextPublication details: Cambridge, Mass. ; London : Belknap, c2000.Description: xiii, 354 p. ; 24 cmISBN:
  • 9780674012318 (pbk.) :
  • 0674012313
Subject(s): DDC classification:
  • 347.09 MNO
LOC classification:
  • K120 .M66 2000
Incomplete contents:
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.
Summary: 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'.
Holdings
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'.

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