Bargaining with the Devil

Author: Robert Mnookin
Publisher: Simon and Schuster
ISBN: 1416583645
Release Date: 2010-02-09
Genre: Business & Economics

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.

Bargaining with the Devil

Author: Robert H. Mnookin
Publisher: Scribe Publications
ISBN: 9781921844454
Release Date: 2011
Genre: Conflict management

In an age of terror, national leaders face this sort of question every day. Should we negotiate with the Taliban? Iran? North Korea? What about terrorist groups holding hostages? In private disputes, you may face devils of your own. A business partner has betrayed you and now wants to negotiate a better deal. Your marriage is ending and your spouse is making extortionist demands. A business competitor has stolen your intellectual property. Your sister is fighting you over an inheritance. In cases such as these, you feel outraged. Your gut tells you to fight it out in court. But when facing a devil — anyone you perceive as a harmful adversary — it may make more sense to negotiate rather than fight, says Robert Mnookin, the internationally renowned leader in the art of negotiation. How do you decide? In Bargaining with the Devil, Mnookin provides tools for confronting adversaries of all kinds. Using eight conflicts drawn from history (including fascinating examples such as Churchill's approach to Hitler, and Nelson Mandela's response to South Africa's apartheid regime), as well as his own professional experience, he offers a framework that applies equally to international conflicts and everyday life. 'There is no easy, categorical answer,' Mnookin warns. 'Sometimes you should bargain with the Devil and other times you should refuse.' The challenge lies in making wise decisions in particular circumstances. This book shows you how.

Bargaining with the Devil

Author: Robert Mnookin
Publisher: Simon & Schuster
ISBN: 1416583335
Release Date: 2011-04-12
Genre: Business & Economics

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.

Beyond Winning

Author: Robert H. Mnookin
Publisher: Harvard University Press
ISBN: 9780674504103
Release Date: 2004-04-15
Genre: Law

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.

Negotiating the Nonnegotiable

Author: Daniel Shapiro
Publisher:
ISBN: 9780670015566
Release Date: 2016
Genre: BUSINESS & ECONOMICS

"Find out how to successfully resolve your most emotionally charged conflicts. In this landmark book, world-renowned Harvard negotiation expert Daniel Shapiro presents a groundbreaking, practical method to reconcile your most contentious relationships and untangle your toughest conflicts. Before you get into your next conflict, read Negotiating the Nonnegotiable. It is not just "another book on conflict resolution," but a crucial step-by-step guide to resolve life's most emotionally challenging conflicts--whether between spouses, a parent and child, a boss and an employee, or rival communities or nations. These conflicts can feel nonnegotiable because they threaten your identity and trigger what Shapiro calls the Tribes Effect, a divisive mind-set that pits you against the other side. Once you fall prey to this mind-set, even a trivial argument with a family member or colleague can mushroom into an emotional uproar. Shapiro offers a powerful way out, drawing on his pioneering research and global fieldwork in consulting for everyone from heads of state to business leaders, embattled marital couples to families in crisis. And he also shares his insights from negotiating with three of the world's toughest negotiators--his three young sons. This is a must read to improve your professional and personal relationships"--

Negotiating on Behalf of Others

Author: Robert H. Mnookin
Publisher: SAGE Publications
ISBN: 9781452221342
Release Date: 1999-10-11
Genre: Language Arts & Disciplines

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.

3 d Negotiation

Author: David A. Lax
Publisher: Harvard Business Press
ISBN: 9781422143445
Release Date: 2006-08-24
Genre: Business & Economics

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.

Start with No

Author: Jim Camp
Publisher: Crown Business
ISBN: 9781400045297
Release Date: 2011-12-07
Genre: Business & Economics

Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.

Negotiating the Impossible

Author: Deepak Malhotra
Publisher: Berrett-Koehler Publishers
ISBN: 9781626566989
Release Date: 2016-04-04
Genre: Business & Economics

Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation.

Never Split the Difference

Author: Chris Voss
Publisher: HarperCollins
ISBN: 9780062407818
Release Date: 2016-05-17
Genre: Business & Economics

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

The Art of Negotiation

Author: Michael Wheeler
Publisher: Simon and Schuster
ISBN: 9781451690446
Release Date: 2013-10-08
Genre: Business & Economics

A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotia­tors thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.

Legal Negotiation and Settlement

Author: Gerald R. Williams
Publisher: West Group
ISBN: 0314680934
Release Date: 1983
Genre: Law

This work is written primarily for law students who are learning negotiating skills in clinical courses, but it will serve equally well for lawyers and others who are interested in the topic of negotiation. The book has three main areas of emphasis. First, negotiating behavior of practicing lawyers fall into two main patterns-?cooperative? and ?aggressive?-and implications of those patterns is discussed. The author then covers the four stages of the negotiation process, and lastly lays out the legal rules and economic principles that apply to the negotiated settlement of disputes. The Appendices include transcripts to two lawyer-to-lawyer negotiations.

Summary Bargaining with the Devil

Author: BusinessNews Publishing
Publisher: Primento
ISBN: 9782806224903
Release Date: 2013-02-15
Genre: Law

The must-read summary of Robert Mnookin's book: "Bargaining with the Devil: When to Negotiate, When to Fight". This complete summary of the ideas from Robert Mnookin's book "Bargaining With the Devil" shows that in the business world, people and companies are often faced with conflict, and the emotions that surround these can make it hard to stand back and assess the best course of action. For instance, when should one just accept and move on, and when should one negotiate or go straight to warfare? This summary points out a decision-making framework to assist in such situations. It lays out three challenges which you must overcome before making a decision on when to negotiate: 1) Untangle your emotions from the situation, 2) Analyze costs and benefits of negotiating versus other viable alternatives, 3) Address the moral and ethical issues involved in deciding whether to negotiate with an enemy. With this logical summary of Mnookin’s book, you will be able to avoid falling into traps and will be able to enter negotiations with confidence that you have enough backing to support your decision. Added-value of this summary: • Save time • Understand the key concepts • Increase your business knowledge To learn more, read "Bargaining with the Devil" and improve your negotiation skills.

The Good Room

Author: David McWilliams
Publisher: Penguin UK
ISBN: 9780141971827
Release Date: 2012-10-25
Genre: Business & Economics

A forensic, entertaining polemic from the author of The Pope's Children. Ireland is deeply in debt, beholden to the IMF, the EU and the bond markets. Its economy is frozen, and years of austerity are ahead. It didn't have to be this way - and it doesn't have to be this way. In The Good Room, David McWilliams, who spotted the dangers of the Irish property bubble and imbalances within the eurozone at a time when other commentators were cheerleading the boom, explains the bizarre economics behind Ireland's current predicament, and illuminates a different path for the country. He illustrates the consequences of debt and austerity for ordinary Irish people and explains why austerity can't work. And he shows that history offers numerous useful models for Irish recovery - provided we open our eyes to them. Economics is about people like you. The Pope's Children was the book that connected the dots between economics and daily life in Ireland during the boom years. The Good Room does the same for the Ireland of the bust, and is - in its call for a completely different approach - an even more urgent and necessary work. 'McWilliams has a great knack for bringing a complex economics story to life. He is also funny. In economics, that's a rare and persuasive combination.' Stephanie Flanders, Irish Times 'A gifted and often courageous polemicist who has done more to popularize the debate about economics in Ireland than anyone else' Irish Independent 'McWilliams makes a compelling argument for the need for a different approach to Irish and European economic management ... [A] realistic, pragmatic call for innovative policies that take account of proven economic theory' Sunday Business Post David McWilliams is Ireland's leading popular economist, and a columnist for the Irish Independent and the Sunday Business Post. He is the author of the bestsellers The Pope's Children, The Generation Game, and Follow the Money.