Beyond winning : negotiating to create value in deals and disputes / Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello
Idioma: Inglês.Publicação: Cambridge (Mas), London : Belknap Press, Harvard University Press, 2000Descrição física: XIII, 354p; 24cmISBN: 0674003357Assunto: 15633Localização e Cota : NEG_MNO Resumo: Introduction. Part I - THE DYNAMICS OF NEGOTIATION : 1. The tension between creating and distributing value. 2. The tension between empaty 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 APPROCH - 7. Behind the table. 8. Across the table. 9. Advice fo resolving disputes. 10. Advice for making deals. PART IV - SPECIAL ISSUES : 11. Professional and ethical dilemmas. 12. Organizations and multiple parties. Conclusion. Notes.| Item type | Current location | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
| Monografias | Biblioteca da Direção-Geral da Política de Justiça | NEG_MNO (Browse shelf) | 51GRAL | Available | DGPJ51GRAL386258 |
Includes bibliographical references and index. | Fundo documental do GRAL
Introduction. Part I - THE DYNAMICS OF NEGOTIATION : 1. The tension between creating and distributing value. 2. The tension between empaty 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 APPROCH - 7. Behind the table. 8. Across the table. 9. Advice fo resolving disputes. 10. Advice for making deals. PART IV - SPECIAL ISSUES : 11. Professional and ethical dilemmas. 12. Organizations and multiple parties. Conclusion. Notes.
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