Mnookin, Robert H. <br/><br/>
Beyond winning :   negotiating to create value in deals and disputes / 
Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello 
 - xiii, 354 pages:   illustrations;   24 cm. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>	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. 
<br/><br/> "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.   
<br/><br/><label>ISBN: </label>0674012313  9780674012318 
<br/><br/><label>Subjects--Topical Terms: </label><br/> Compromise (Law)	.<br/> Practice of law.	<br/> Attorney and client.	<br/>Negotiation.<br/> Dispute resolution (Law).
<br/><br/><label>Dewey Class. No.: </label>347.09