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

By: Mnookin, Robert H [author]
Contributor(s): Peppet, Scott R. [author] | Tulumello, Andrew S. [author]
Publisher: Cambridge, MA : Belknap of Harvard University Press, [2000]Copyright date: c2000Description: xiii, 354 pages: illustrations; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 0674012313 ; 9780674012318Subject(s): Compromise (Law) | Practice of law. | Attorney and client. | Negotiation | Dispute resolution (Law)DDC classification: 347.09
Contents:
pt. I. 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 -- pt. II. Why Lawyers? -- 4. The Challenges of Dispute Resolution -- 5. The Challenges of Deal-Making -- 6. Psychological and Cultural Barriers -- pt. III. A Problem-Solving Approach -- 7. Behind the Table -- 8. Across the Table -- 9. Advice for Resolving Disputes -- 10. Advice for Making Deals -- pt. IV. Special Issues -- 11. Professional and Ethical Dilemmas -- 12. Organizations and Multiple Parties.
Summary: "This book charts a way out of our crisis of confidence in the legal system. It offers a look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, problem-solving techniques. In this guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one's own client and across the table with the other side. They offer advice about the ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before"--Book jacket.
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SUBJECT REFERENCE 		347.09 M699 2000 (Browse shelf) Available CITU-CL-44611
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Includes bibliographical references and index.

pt. I. 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 --
pt. II. Why Lawyers? --
4. The Challenges of Dispute Resolution --
5. The Challenges of Deal-Making --
6. Psychological and Cultural Barriers --
pt. III. A Problem-Solving Approach --
7. Behind the Table --
8. Across the Table --
9. Advice for Resolving Disputes --
10. Advice for Making Deals --
pt. IV. Special Issues --
11. Professional and Ethical Dilemmas --
12. Organizations and Multiple Parties.

"This book charts a way out of our crisis of confidence in the legal system. It offers a look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, problem-solving techniques. In this guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one's own client and across the table with the other side. They offer advice about the ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before"--Book jacket.

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