Beyond Winning: Negotiating to Create Value in Deals and Disputes

Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don't settle, relationships fall apart, justice is delayed. 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.

• | Author: Robert H. Mnookin
• | Publisher: Belknap Press: An Imprint of Harvard University Press
• | Publication Date: April 15, 2004
• | Number of Pages: 368 pages
• | Language: English
• | Binding: Paperback
• | ISBN-10: 0674012313
• | ISBN-13: 9780674012318