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- catalog abstract ""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." "In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one's own client and across the table with the other side. They offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before."--Jacket.".
- catalog contributor b11662662.
- catalog contributor b11662663.
- catalog contributor b11662664.
- catalog created "2000.".
- catalog date "2000".
- catalog date "2000.".
- catalog dateCopyrighted "2000.".
- catalog description ""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." "In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one's own client and across the table with the other side. They offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before."--Jacket.".
- catalog description "Includes bibliographical references (p. 325-348) and index.".
- catalog description "pt. 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 -- pt. II. Why Lawyers? -- 4. The Challenges of Dispute Resolution -- 5. The Challenges of Deal-Making -- 6. Psychological and Cultural Barriers -- pt. III. A Problem-Solving Approach -- 7. Behind the Table -- 8. Across the Table -- 9. Advice for Resolving Disputes -- 10. Advice for Making Deals -- pt. IV. Special Issues -- 11. Professional and Ethical Dilemmas -- 12. Organizations and Multiple Parties.".
- catalog extent "xiii, 354 p. :".
- catalog hasFormat "Beyond winning.".
- catalog identifier "0674003357".
- catalog identifier "0674012313 (pbk.)".
- catalog identifier "9780674003354".
- catalog identifier "9780674012318 (pbk.)".
- catalog isFormatOf "Beyond winning.".
- catalog issued "2000".
- catalog issued "2000.".
- catalog language "eng".
- catalog publisher "Cambridge, Mass. : Belknap Press of Harvard University Press,".
- catalog relation "Beyond winning.".
- catalog subject "347/.09 21".
- catalog subject "Attorney and client.".
- catalog subject "Compromise (Law)".
- catalog subject "Dispute resolution (Law)".
- catalog subject "K120 .M66 2000".
- catalog subject "Negotiation.".
- catalog subject "Practice of law.".
- catalog tableOfContents "pt. 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 -- pt. II. Why Lawyers? -- 4. The Challenges of Dispute Resolution -- 5. The Challenges of Deal-Making -- 6. Psychological and Cultural Barriers -- pt. III. A Problem-Solving Approach -- 7. Behind the Table -- 8. Across the Table -- 9. Advice for Resolving Disputes -- 10. Advice for Making Deals -- pt. IV. Special Issues -- 11. Professional and Ethical Dilemmas -- 12. Organizations and Multiple Parties.".
- catalog title "Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello.".
- catalog type "text".