Beyond Winning Negotiating To Create Value In Deals And Disputes
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Beyond Winning: Negotiating to Create Value in Deals and ... 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. Beyond Winning: Negotiating to Create Value in Deals and ... The authors show how negotiation requires balancing three sets of tensions: those between winning and "making the pie bigger," between empathy and assertiveness, and between principals and agents. They suggest that lawyers are uniquely positioned to create value when resolving disputes and making deals. Beyond Winning Negotiating to Create Value in Deals and ... Winner of the 2000 CPR Award for Excellence in ADR (Outstanding Book Category) With its lively examples and its innovative framework for managing the tensions intrinsic to any negotiation, Beyond Winning is must-reading for lawmakers as well as lawyers for anyone, in fact, who is charged with resolving intractable disputes...
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