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Beyond Winning: Negotiating to Create Value in Deals and Disputes

Amazon.com Price: $16.00 (as of 12/05/2019 19:48 PST- Details)

Categories: Arbitration, Negotiation and Mediation, Books, Business and Finance, Business and Money, Law, Law Practice, Management and Leadership, Negotiating, New, Used and Rental Textbooks, Reference, Rules and Procedures, Specialty Boutique, Subjects

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Amazon Customer Reviews

Description

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 result in ruin. Too regularly, 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 in the back of 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 really useful trades, enlarge the scope of interests, reinforce communication, minimize transaction costs, and leave both sides at an advantage than before. But lawyers cannot do the job alone. People who hire lawyers should lend a hand 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 be mindful 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.

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