MNOOKIN, Robert H.
Beyond winning : negotiating to create value in deals and disputes - Cambridge : Belknap Press of Harvard University, 2000 - 354 p.
Part I - The dynamics of negotiation 1. The tension between creating and distribuitng value 2. The tension between empathy and assertiveness 3. The tension between principals and agents Part II - Why lawyers? 4. The challenges of dispute resolution 5. The challenges of deal-making 6. Psychological and cultural barriers Part III - A problem-solving approach 7. Behind the table 8. Across the table 9. Advice for resolving disputes 10. Advice for making deals Part IV - Special issues 11. Professional and ethical dillemas 12. Organizations and multiple parties
0674003357
Negociação
Direito
Beyond winning : negotiating to create value in deals and disputes - Cambridge : Belknap Press of Harvard University, 2000 - 354 p.
Part I - The dynamics of negotiation 1. The tension between creating and distribuitng value 2. The tension between empathy and assertiveness 3. The tension between principals and agents Part II - Why lawyers? 4. The challenges of dispute resolution 5. The challenges of deal-making 6. Psychological and cultural barriers Part III - A problem-solving approach 7. Behind the table 8. Across the table 9. Advice for resolving disputes 10. Advice for making deals Part IV - Special issues 11. Professional and ethical dillemas 12. Organizations and multiple parties
0674003357
Negociação
Direito
