| 000 -LEADER |
|---|
| fixed length control field |
02406nam a22003497a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
CITU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20221125142708.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
210610b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0674012313 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780674012318 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
CITU LRAC |
| Language of cataloging |
eng |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
347.09 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Preferred name for the person |
Mnookin, Robert H. |
| Relator term |
author |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
Beyond winning : |
| Remainder of title |
negotiating to create value in deals and disputes / |
| Statement of responsibility, etc |
Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello |
| 264 #1 - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Cambridge, MA : |
| Name of publisher, distributor, etc |
Belknap of Harvard University Press, |
| Date of publication, distribution, etc |
[2000]. |
| 264 #4 - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Date of publication, distribution, etc |
c2000. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xiii, 354 pages: |
| Other physical details |
illustrations; |
| Dimensions |
24 cm. |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Media type code |
n |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Carrier type code |
nc |
| Source |
rdacarrier |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references and index. |
| 505 ## - CONTENTS |
|---|
| Formatted contents note |
pt. I. The Dynamics of Negotiation --<br/>1. The Tension between Creating and Distributing Value --<br/>2. The Tension between Empathy and Assertiveness --<br/>3. The Tension between Principals and Agents --<br/>pt. II. Why Lawyers? --<br/>4. The Challenges of Dispute Resolution --<br/>5. The Challenges of Deal-Making --<br/>6. Psychological and Cultural Barriers --<br/>pt. III. A Problem-Solving Approach --<br/>7. Behind the Table --<br/>8. Across the Table --<br/>9. Advice for Resolving Disputes --<br/>10. Advice for Making Deals --<br/>pt. IV. Special Issues --<br/>11. Professional and Ethical Dilemmas --<br/>12. Organizations and Multiple Parties. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
"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. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Compromise (Law) . |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Practice of law. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Attorney and client. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Negotiation. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Dispute resolution (Law). |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Peppet, Scott R. |
| Relator term |
author |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Tulumello, Andrew S. |
| Relator term |
author |
| 942 ## - ADDED ENTRY ELEMENTS |
|---|
| Source of classification or shelving scheme |
|
| Item type |
BOOK |