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.
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About the Authors
Robert H. Mnookin is the Samuel Williston Professor of Law at Harvard Law School and the Director of the Harvard Negotiation Research Project. Before joining the Harvard faculty, he was the Adelbert H. Sweet Professor of Law at Stanford Law School and the Director of the Stanford Center on Conflict and Negotiation. He has served as a consultant to governments and international agencies and is the author of Bargaining with the Devil: When to Negotiate and When to Fight.
Scott Peppet is Associate Professor, University of Colorado School of Law.
Andrew S. Tulumello is an attorney in private practice.
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Beyond Winning: Negotiating to Create Value in Deals and Disputes
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Beyond Winning: Negotiating to Create Value in Deals and Disputes
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Beyond Winning: Negotiating to Create Value in Deals and Disputes
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