Want to Read Rate this book 1 of 5 stars2 of 5 stars3 of 5 stars4 of 5 stars5 of 5 stars Beyond Winning: Negotiating to Create Value in Deals and Disputes by Robert Mnookin, Scott R. Peppet 3.70 · ![[./resources/book-beyond-winning-robert-mnookin-scott-peppet-an.resources/embedded.svg]] Rating details · 158 ratings · 7 reviews 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.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. But lawyers cannot do the job alone. People who hire lawyers must help change the game from conflict to collaboration. The entrepreneur structuring a joint venture, the plaintiff embroiled in a civil suit, the CEO negotiating an employment contract, the real estate developer concerned with environmental hazards, the parent considering a custody battle–clients who understand the pressures and incentives a lawyer faces can work more effectively within the legal system to promote their own best interests. Attorneys exhausted by the trench warfare of cases that drag on for years will find here a positive, proven approach to revitalizing their profession. (less) Get A Copy Amazon Online Stores ▾ Book Links ▾ Paperback, 354 pages Published April 15th 2004 by Belknap Press (first published October 6th 2000) Original Title Beyond Winning: Negotiating to Create Value in Deals and Disputes . ISBN 0674012313 (ISBN13: 9780674012318) . Edition Language English . 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Jul 09, 2018 Peter Chan rated it it was amazing · review of another edition 4 highlights This is a must-read book for solicitors.Many solicitors have not thought deeply of their roles and meaning in the negotiations in litigation and deal-making. Reading this book will bring a clear concept on that question to their minds, and inspire them to rethink how he want to serve his clients and do his practice, and how he can effectively achieve his goals. Be adversarial or be problem-solving? This book helps them to make a more conscious choice. And this book is also good at addressing many aspects and useful techniques peculiar to legal negotiations. This book serves the solicitors a good food of thought on all these aspects. (less) flag Like · comment · see review Jun 17, 2017 Kristof Verbeke rated it it was amazing Beyond Winning, perhaps better than Getting to Yes, focuses on how to find a solution through negotiation. It focuses on both sides of the story in trying to find mutual gains and offers insightful frameworks for the tension between a lawyer and client or between being empathetic and assertive. Helpful tool for the practitioner but also for a client (especially a business oriented one). flag Like · see review Apr 29, 2010 Lisa (Harmonybites) rated it really liked it Shelves: non-fiction, legal, reference, self-help Along with Difficult Conversations and Getting to Yes this is one of three texts, plus handouts, used at a Negotiation course at Harvard Law taken by students all over the university–and by people from all over the world. At the end of the course, the students spontaneously rose to give the teachers a standing ovation. It’s a very popular and valuable course–and this book deals with some of the techniques at the heart of it.A lot of the principles discussed here is not just for lawyers or diplomats or labor leaders. It applies to any of those kinds of situations where you have to make a deal, get something from someone without getting taken. That might mean negotiating a raise, coming to a price, resolving a dispute with a neighbor.It talks about such techniques and strategies as focusing on interests, inventing options–and knowing your BATNA. (Best Alternative to a Negotiated Agreement. In other words, know when and at what point to walk away rather than let yourself get pressured into something you can’t live with.) It shares that common ground with Getting to Yes. That book though is more geared towards the general reader. Beyond Winning is longer, more technical, and much more geared to the lawyer. (less) flag Like · comment · see review Mar 08, 2011 Colin rated it really liked it Shelves: non-fiction Good theoretical analysis explained through clear examples. Helpful practical advice for changing the way you approach negotiation and becoming a more effective negotiator. Contains sections targeted at lawyers, but equally useful for anyone who wants to better understand the role of lawyers. Most of the concepts apply to anyone who negotiates in a formal or informal capacity. flag Like · comment · see review Apr 08, 2009 Cosuma rated it it was amazing · review of another edition Negotiating to create value in deals and disputes. flag Like · comment · see review Ben De Smet rated it really liked itJul 11, 2017 Channing Franklin rated it really liked itJul 30, 2017 Clayton Christenson rated it really liked itFeb 02, 2015 Dominique rated it it was okApr 21, 2013 Lisi rated it liked itFeb 23, 2019 Shari Scott rated it liked itMay 12, 2011 Lucaslixinski rated it it was amazingAug 14, 2017 Anthony Verhelpen rated it it was amazingMay 08, 2018 Evelyn Zheng rated it it was okMay 04, 2016 Sen Foo rated it really liked itDec 27, 2018 Saad Alabdulwahed rated it liked itNov 28, 2018 Ed Cruz rated it liked itNov 26, 2018 Hershel rated it liked itAug 22, 2011 Lukasz Laniecki rated it it was amazingOct 22, 2014 Thomas rated it liked itJan 24, 2015 l9y17 rated it liked itAug 30, 2017 Amy rated it really liked itFeb 02, 2013 Lauren McClees rated it really liked itMar 03, 2016 Nolan Kane rated it it was amazingDec 27, 2016 Andy rated it liked itAug 29, 2009 Rachel rated it liked itAug 30, 2017 Simon Mbangalukela rated it it was amazingNov 15, 2016 Corry Van rated it really liked itDec 28, 2018 Jake Auchincloss rated it really liked itMar 18, 2016 Debra Hamilton rated it it was amazingApr 24, 2018 « previous 1 2 3 4 5 6 next » . new topic Discuss This Book There are no discussion topics on this book yet. 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