Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.
2000
K120 .M66 2000 (Map It)
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Details
Author
Title
Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.
Published
Cambridge, Mass. : Belknap Press of Harvard University Press, 2000.
Call Number
K120 .M66 2000
Former Call Number
Comp 082 M699 2000
Course Lists
S. Negotiation Workshop (Multiple Instructors) by Multiple Instructors (Spring 2025)
ISBN
0674003357
Description
xiii, 354 pages : illustrations ; 24 cm
System Control No.
(OCoLC)43864465
Bibliography, etc. Note
Includes bibliographical references (pages 325-348) and index.
Record Appears in
Portion of Title
Negotiating to create value in deals and disputes
Added Author
Table of Contents
Preface
Introduction
1
Pt. I
The Dynamics of Negotiation
9
1The Tension between Creating and Distributing Value
11
2The Tension between Empathy and Assertiveness
44
3The Tension between Principals and Agents
69
Pt. II
Why Lawyers?
93
4The Challenges of Dispute Resolution
97
5The Challenges of Deal-Making
127
6Psychological and Cultural Barriers
156
Pt. III
A Problem-Solving Approach
173
7Behind the Table
178
8Across the Table
204
9Advice for Resolving Disputes
224
10Advice for Making Deals
249
Pt. IV
Special Issues
273
11Professional and Ethical Dilemmas
274
12Organizations and Multiple Parties
295
Conclusion
315
Notes
325
Index
349