Cover: Beyond Winning in PAPERBACK

Beyond Winning

Negotiating to Create Value in Deals and Disputes

Add to Cart

Product Details

PAPERBACK

$32.50 • £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

  • Preface
  • Introduction
  • I. The Dynamics of Negotiation
    • 1. The Tension between Creating and Distributing Value
    • 2. The Tension between Empathy and Assertiveness
    • 3. The Tension between Principals and Agents
  • II. Why Lawyers?
    • 4. The Challenges of Dispute Resolution
    • 5. The Challenges of Deal-Making
    • 6. Psychological and Cultural Barriers
  • III. A Problem-Solving Approach
    • 7. Behind the Table
    • 8. Across the Table
    • 9. Advice for Resolving Disputes
    • 10. Advice for Making Deals
  • IV. Special Issues
    • 11. Professional and Ethical Dilemmas
    • 12. Organizations and Multiple Parties
  • Conclusion
  • Notes
  • Index

Awards & Accolades

  • Honorable Mention, 2000 Association of American Publishers PSP Award, Business, Management, & Accounting Category
Murty Classical Library of India

Recent News

From Our Blog

Cover: Ruin the Sacred Truths: Poetry and Belief from the Bible to the Present, by Harold Bloom, from Harvard University Press

Remembering Harold Bloom

Harold Bloom, the literary critic who championed the Western canon, died at age 89 last month. Lindsay Waters, HUP Executive Editor for the Humanities, looks back on their publishing history, their friendship, and Bloom’s great contributions to the literary community

‘manifold glories of classical Greek and Latin’

The digital Loeb Classical Library (loebclassics.com) extends the founding mission of James Loeb with an interconnected, fully searchable, perpetually growing virtual library of all that is important in Greek and Latin literature.