BEYOND WINNING:NEGOTIATING TO CREATE VALUE IN DEALS AND DISPUTESPDF电子书下载

Introduction 1

Part Ⅰ The Dynamics of Negotiation 9

1 The Tension between Creating and Distributing Value 11

2 The Tension between Empathy and Assertiveness 44

3 The Tension between Principals and Agents 69

Part Ⅱ Why Lawyers？ 93

4 The Challenges of Dispute Resolution 97

5 The Challenges of Deal-Making 127

6 Psychological and Cultural Barriers 156

Part Ⅲ A Problem-Solving Approach 173

7 Behind the Table 178

8 Across the Table 204

9 Advice for Resolving Disputes 224

10 Advice for Making Deals 249

Part Ⅳ Special Issues 273

11 Professional and Ethical Dilemmas 274

12 Organizations and Multiple Parties 295

Conclusion 315

Notes 325

Index 349