Beyond Winning: Negotiating to Create Value in Deals and Disputes

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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 ...

Beyond Winning: Negotiating to Create Value in Deals and Disputes 2004, Belknap Press, Cambridge

ISBN-13: 9780674012318

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Beyond Winning: Negotiating to Create Value in Deals and Disputes 2000, Belknap Press, Cambridge, MA

ISBN-13: 9780674003354

Hardcover

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