Beyond Winning: Negotiating to Create Value in Deals and Disputes

Mnookin, Robert H.; Peppet, Scott R.; Tulumello, Andrew S.; Peppet, Scott

ISBN 10: 0674003357 / ISBN 13: 9780674003354

Published by Belknap Press, 2000

About this Item

Used book from Ocean State Books in Good to Very Good condition. Clean pages and tight binding. May show light dust from storage, minimal bookstore stickers, or an occasional bookmark left inside. All copies are inspected to ensure a fully readable, well-kept book. Packed with care and shipped promptly.

Seller Inventory # OSBV.0674003357.G

Bibliographic Details

• Title: Beyond Winning: Negotiating to Create Value in Deals and Disputes
• Publisher: Belknap Press
• Publication Date: 2000
• Language: English
• ISBN 10: 0674003357
• ISBN 13: 9780674003354
• Binding: Hardcover
• Condition: good

About this title

Synopsis

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.

In this step-by-step 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 clear, candid advice about 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. But lawyers cannot do the job alone. People who hire lawyers must help change the game from conflict to collaboration. The entrepreneur structuring a joint venture, the plaintiff embroiled in a civil suit, the CEO negotiating an employment contract, the real estate developer concerned with environmental hazards, the parent considering a custody battle--clients who understand the pressures and incentives a lawyer faces can work more effectively within the legal system to promote their own best interests. Attorneys exhausted by the trench warfare of cases that drag on for years will find here a positive, proven approach to revitalizing their profession.

About the Authors

Robert H. Mnookin is Williston Professor of Law at Harvard Law School and Director of the Harvard Negotiation Research Project.

Scott Peppet is Associate Professor, University of Colorado School of Law.

Andrew S. Tulumello is an attorney in private practice.