beyond winning negotiating to create value in deals and disputes

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Beyond Winning

Author : Robert H. Mnookin
ISBN : 9780674504103
Genre : Law
File Size : 44. 42 MB
Format : PDF, ePub
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Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don't settle, relationships fall apart, justice is delayed. 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

Author : Robert H. Mnookin
ISBN : 9780674012318
Genre : Business & Economics
File Size : 89. 34 MB
Format : PDF, Docs
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Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don't settle, relationships fall apart, justice is delayed. 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

Author : Robert H. Mnookin
ISBN : UOM:39015050302101
Genre : Law
File Size : 37. 30 MB
Format : PDF, ePub, Docs
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Charting a way out of our current crisis of confidence in the legal system, "Beyond Winning" offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals and deals into better deals through practical, tough-minded conflict-resolution techniques. 15 illustrations.

Bargaining With The Devil

Author : Robert Mnookin
ISBN : 1416583645
Genre : Business & Economics
File Size : 71. 42 MB
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The art of negotiation—from one of the country’s most eminent practitioners and the Chair of the Harvard Law School’s Program on Negotiation. One of the country’s most eminent practitioners of the art and science of negotiation offers practical advice for the most challenging conflicts—when you are facing an adversary you don’t trust, who may harm you, or who you may even feel is evil. This lively, informative, emotionally compelling book identifies the tools one needs to make wise decisions about life’s most challenging conflicts.

Negotiating Life

Author : J. Salacuse
ISBN : 9781137318749
Genre : Business & Economics
File Size : 56. 17 MB
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A complement to the successful The Global Negotiator: Making, Managing, and Mending Deals Around the World in the Twenty-First Century (Palgrave, 2003), Salacuse's new work is a comprehensive and easy-to-understand look at negotiation in everyday life. Drawing from his extensive experience around the world, Salacuse applies such large-scale examples as the Arab-Israeli conflicts or those in Berlin and shows us how to use such strategies in our own lives, from family and home life, to business and the workplace, even to our own thoughts as we negotiate compromises and agreement with ourselves.Arguing that life is really a series of negotiations, deal making, and diplomacy, Salacuse gives readers the tools to make the most of any situation.

Barriers To Conflict Resolution

Author : Kenneth Joseph Arrow
ISBN : 0393037371
Genre : Conflict management
File Size : 32. 16 MB
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Presenting theories about why humankind, despite its efforts for peace, is in a perpetual state of conflict, the members of the Stanford Center on Conflict and Negotiation consider the obstacles to and processes for harmonious communication

Competing Values Leadership

Author : Kim S. Cameron
ISBN : 9781847201560
Genre : Business & Economics
File Size : 45. 51 MB
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Both the framework and the book make notable contributions to both theory and practice. The book will be of value to scholars and organization leaders in understanding the concepts of value creation and organizational effectiveness. It will be an aid to consultants in conceptualizing strategies for organizations and in counselling leaders on how to operationalize the concepts in their organizations. S.R. Mohnot, Global Business Review This is a very readable and excellently presented volume. It will interest anyone concerned with organizational effectiveness and the competing values model. Economic Outlook and Business Review I recommend this book to anyone wishing to understand and practice leadership. Leadership is often treated in mutually-exclusive categories, such as Theory X vs. Theory Y, managers vs. leaders, transactional vs. transformative, initiation vs. consideration, etc. The Competing Values Framework presented in this book transcends these dualities. It features eight competing but complementary values that are critical for managing today s complex and pluralistic organizations. The framework emphasizes the need for balance among the eight leadership roles, and an appreciation of the context, timing, and contingencies when the leadership roles facilitate and inhibit collective endeavors. I have followed the development and testing of the Competing Values Framework over the years. It makes important contributions to both theory and practice. It stimulates positive learning outcomes for students and managers. Andrew H. Van de Ven, University of Minnesota, US Creating value in a firm is an enormously complex endeavor. Yet, despite its complexity, value creation is the objective of every enterprise, every worker, and every leader. The Competing Values Framework can help leaders understand more deeply and act more effectively. In the first book to comprehensively present this framework, the authors discuss its core elements and focus attention on rethinking the notion of value. They emphasize specific tools and techniques leaders can use to institute sustainable change. The Competing Values Framework was developed in response to the need for a broadly applicable model that would foster successful leadership, improve organizational effectiveness, and promote value creation. It helps leaders think differently about value creation and shows them how to clarify purpose, integrate practices, and lead people. Named one of the 40 most important frameworks in the history of business, it has been studied and tested in organizations for more than 25 years. Currently used by hundreds of firms around the world, the Competing Values Framework serves as a map, an organizing mechanism, a sense-making device, a source of new ideas, and a learning system. This accessible resource will be of great use to organizational scholars interested in the concepts of value creation, organizational effectiveness, and competing values; to leaders and managers interested in enhancing and creating value in their organizations; and to change agents and consultants who use the Competing Values Framework as part of their intervention strategies or who are looking to help improve organizations.

Negotiating On Behalf Of Others

Author : Robert H. Mnookin
ISBN : 9781452221342
Genre : Language Arts & Disciplines
File Size : 28. 75 MB
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Negotiating onBehalf of Others explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others. Negotiation agents are broadly defined to include legislators, diplomats, salepersons, lawyers, committe chairs -- in fact anyone who represents others in negotiation. Leading figures in the field examine the following areas in depth: labour-management relations; international diplomacy; sports agents; legislative process; and agency law The book concludes with suggestions for future research and specific advice for practitioners.

Designing Systems And Processes For Managing Disputes

Author : Nancy H. Rogers
ISBN : 9781454829096
Genre : Business & Economics
File Size : 54. 46 MB
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Designing Systems and Processes for Managing Disputes is the first book of its kind that teaches students how to address situations where highly complex disputes--or series of disputes--are not well-served by existing systems. With clear focus on skill development, and challenging problems and exercises, the text provides numerous examples of complex disputes across a variety of venues. With a detailed Appendix to assist students with no prior dispute resolution experience, this casebook is appropriate for law school courses, as well as those taught in business or public policy schools. Flagship features of Designing Systems for the Effective Management of Conflict: Authors Rogers, Bordone, Sander, and McEwen are all renowned scholars in this area. Focus is on skill development for dispute systems designers. Challenging problems and exercises help students apply their learning. Numerous examples of complex disputes include: eBay, the child abuse claims tribunals, court-related mediation, intra-institutional disputes, and community and post-violence conflicts. Multi-disciplinary approach makes this course book appropriate for law, business or public policy school courses. Comprehensive Appendix assists students with no background in dispute resolution. Profiles of designers provide models for a career in professional dispute systems design work.

3 D Negotiation

Author : David A. Lax
ISBN : 9781422143445
Genre : Business & Economics
File Size : 25. 62 MB
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When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

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