Beyond Winning: Negotiating to Create Value in Deals and Disputes por Robert H Mnookin, Scott R Peppet, Andrew S Tulumello

Titulo del libro : Beyond Winning: Negotiating to Create Value in Deals and Disputes
Autor : Robert H Mnookin, Scott R Peppet, Andrew S Tulumello
ISBN : 0674012313
Beyond Winning: Negotiating to Create Value in Deals and Disputes por Robert H Mnookin, Scott R Peppet, Andrew S Tulumello

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Robert H Mnookin, Scott R Peppet, Andrew S Tulumello con Beyond Winning: Negotiating to Create Value in Deals and Disputes

Beyond Winning

Review
"The practice of law has become more contentious and competitive, not less. The authors of [Beyond Winning]... advocate that parties [instead] practice 'value creation' (i.e., the attempt to 'enlarge the pie') so that both parties to a negotiation receive bigger returns... The book does an excellent job of breaking down relationships, players, tensions and organizations to lay bare the inner-workings of the actors in a negotiation and the situations they create." - William J. Estes, New York Law Journal; "On the cutting edge of negotiation literature, Beyond Winning is a spectacular integration of our contemporary understanding of negotiation, modern social science, and the legal context. This is an excellent book and is sure to become a must-read for lawyers, law students, and executives who deal with the legal process on a regular basis." - Max Bazerman," --Harvard Business School


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.

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