Beyond Winning by Seth Mnookin
Negotiating to Create Value in Deals and Disputes
A pragmatic roadmap for lawyers, clients, and other negotiators to move beyond zero-sum bargaining toward creating and claiming value in both deals and disputes. It explains how to uncover interests, generate options, manage relationships, and design agreements that are resilient and fair while avoiding common cognitive traps and adversarial spirals. Through clear frameworks and case examples, it shows how to balance assertive advocacy with empathy, align strategy with client goals, and handle difficult counterparts, emotions, and ethics. The result is a toolkit for preparation and problem-solving that prioritizes long-term outcomes over short-term wins.
- Published
- 2000
- Nationality
- American
- Length
- Moderate
- Pages
- 360-380
- Original Language
- English
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- Alternate Titles
- None
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