Beyond winning : negotiating to create value in deals and disputes /

"Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques." "In this step-b...

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Bibliographic Details
Call Number:Libro Electrónico
Main Author: Mnookin, Robert H. (Author)
Other Authors: Peppet, Scott R., Tulumello, Andrew S.
Format: Electronic eBook
Language:Inglés
Published: Cambridge, Mass. : Belknap Press of Harvard University Press, 2000.
Subjects:
Practice of law.
Attorney and client.
Negotiation.
Dispute resolution (Law)
Compromise (Law)
Negotiating
Droit > Pratique.
Relations avocat-client.
Négociations.
Règlement de conflits.
Transaction (Droit)
negotiation.
negotiating.
LAW > General Practice.
Attorney and client
Negotiation
Practice of law
Onderhandelen.
Conflictmanagement.
Probleemoplossing.
Bemiddeling.
Advocatuur.
Business & Management.
Arbitration, mediation & alternative dispute resolution.
Business negotiation.
Legal skills & practice.
Law.
Online Access:Texto completo
Table of 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.

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