Cover: Beyond Winning in PAPERBACK

Beyond Winning

Negotiating to Create Value in Deals and Disputes

Add to Cart

Product Details

PAPERBACK

$33.00 • £26.95 • €29.50

ISBN 9780674012318

Publication Date: 04/15/2004

Trade

368 pages

6-1/8 x 9-1/4 inches

15 line illustrations

Belknap Press

World

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.

Awards & Accolades

  • Honorable Mention, 2000 Association of American Publishers PSP Award, Business, Management, & Accounting Category
Cotton Mather’s Spanish Lessons: A Story of Language, Race, and Belonging in the Early Americas, by Kirsten Silva Gruesz, from Harvard University Press

Recent News

Black lives matter. Black voices matter. A statement from HUP »

From Our Blog

Marking the 75th Anniversary of Independence from British Rule

August 14 and August 15 mark the seventy-fifth anniversary of independence from British rule for Pakistan and India, respectively. Inextricably linked to the birth of these two South Asian nations is the 1947 Partition of the subcontinent that tragically accompanied the end of British colonialism.