Beyond winning : negotiating to create value in deals and disputes
By: MNOOKIN, Robert H
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Contributor(s): PEPPET, Scott R | TULUMELLO, Andrew S.
Material type: 
BookPublisher: Cambridge : Belknap Press of Harvard University, 2000Description: 354 p.ISBN: 0674003357.Subject(s): Negociação | Direito| Item type | Current location | Collection | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|---|
| Livro Geral | Biblioteca Graciliano Ramos | Livro Geral | 2.15M686b (Browse shelf) | 1 | Available | 10009901 |
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
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