Cover: Beyond Winning in PAPERBACK

Beyond Winning

Negotiating to Create Value in Deals and Disputes

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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
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