Beyond Winning: Negotiating to Create Value in Deals and Disputes
Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello 2000 Harvard University Press
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. Anyone engaged in negotiation can utilize these strategies to change the game from conflict to collaboration.