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| Beyond Winning: Negotiating to Create Value in Deals and Disputes | 
| Authors: Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello
Publisher: Belknap Press
Category: Book
List Price: $22.00
Buy Used: $6.90
You Save: $15.10 (69%)
New (18) from $13.45
Avg. Customer Rating:  10 reviews
Sales Rank: 279907
Media: Paperback
Number Of Items: 1
Pages: 368
Shipping Weight (lbs): 0.8
Dimensions (in): 9.2 x 6 x 1
ISBN: 0674012313
Dewey Decimal Number: 347.09
EAN: 9780674012318
ASIN: 0674012313
Publication Date: April 15, 2004
Availability: Usually ships in 1-2 business days
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| Customer Reviews:
| Showing reviews 1-5 of 10 | | NEXT » |
 Negotiating March 24, 2007
A textbook for the Harvard Negotiation Project. This book is for too much for the average joe. It is more for people who must negotiate for a living - that's a lot of us. It is "Getting To Yes" writ large. Where the ground breaking "Getting To Yes" can help everyone, "Beyond Winning" is more aimed at people whose lives and careers require professional negotiation. The book is for serious negotiators, not amateurs.
Indispensable June 2, 2006
1 out of 2 found this review helpful
This book taught me the critical importance of focus on interests, how they might be brought forward and woven into an agreement. And above all, the importance of paying attention to the negotiation process. Whether you are in the lawyer's or the client's shoes, don't attempt to close another deal before you understand how to create value in negotiation. Prof. Mnookin is your swimming coach.
A Must Read for Anyone Who Negotiates August 6, 2001
2 out of 3 found this review helpful
Wise, comprehensive, practical, and extremely well-written. Whether you are negotiating deals or disputes, whether you see yourself as a gladiator or a problem solver, this book is indespensible.
 A Ridiculous Book -- Don't Buy It July 13, 2001
8 out of 37 found this review helpful
The book is not reasoned well and poorly written by a fairly arrogant author who seems only interested in building up his own reputation. The book is not practical, and its theories stir up more questions than they answer.
Must Have January 3, 2001
4 out of 5 found this review helpful
This is a book that should be read by every lawyer. It offers practical, useful advice for an approach to negotiation that moves above and beyond the game playing and posturing that too often characterizes a negotiation. The book also offers a useful discussion of the issues raised for a lawyer in negotiating on behalf of a client. All in all, this is a must have, must read for any lawyer.
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