Bargaining with the Devil: When to Negotiate, When to Fight
| Author | : | |
| Rating | : | 4.80 (587 Votes) |
| Asin | : | B0036UZCHM |
| Format Type | : | |
| Number of Pages | : | 251 Pages |
| Publish Date | : | 2016-08-30 |
| Language | : | English |
DESCRIPTION:
Robert H. A renowned teacher and lecturer, Professor Mnookin has taught numerous workshops for corporations, governmental agencies and law firms throughout the world and trained many executives and professions in negotiation and mediation skills. Mnookin is the Samuel Williston Professor of Law at Harvard Law,
And Mnookin evaluates with sensitivity the Hungarian Jew Rudolf Kasztner's still controversial decision to negotiate with Adolf Eichmann in the hope of saving lives.This lively, informative, indispensable book identifies the tools one needs to make wise decisions about life's most challenging conflicts. . He compares Nelson Mandela's decision to initiate negotiations with the South Africa apartheid government that had imprisoned him for life with the imprisoned Soviet dissident Natan Sharansky's decision not to negotiate with the KGB for his freedom. Drawing from a remarkable range of real-life stories, Mnookin offers his thoughtful guidance in disputes of all sorts where the temptation is to demonize:The CEO of a small high-tech company learns that his joint-venture partner, a big foreign corporation, has been secretly cheating him under a license agreement; IBM discovers that Fujitsu, its largest competitor, has copied its software; the San Francisco Sym
An internationally renowned leader in the art and science of negotiation addresses life’s most challenging conflicts—what to do when you are facing an adversary you don’t trust, someone who may harm you, or who you even feel is evil. Across a wide range of difficult conflicts, Mnookin explains how to make wise decisions. In all of them, emotions ran high and demonization ran rampant. Mnookin’s real life case studies cover a remarkable range. He identifies the traps to avoid—emotional, strategic, and political—and the elements that are critical for success. Some involve political leaders: Churchill’s refusal to negotiate with Hitler; Nelsen Mandela’s choice to initiate negotiations with the
"Thought provoking and thoughtful" according to Prof Clive Smallman. A collection of negotiation case studies, some set on the world stage, but others set at a much more intimate level. Mnookin's gift is to find the common threads that defy the scale differences, distilling a subtlety distinct cut on interest-based negotiation. The political case studies are good, but the real value in this excellent book lies in the detailed discussion and perceptive analysis of cases of employee representation vs.. "Pathways to resolution of conflicts." according to richard hudgens. The author provides examples, from business, politics and war, of conflicts between opponents who start out demonizing each other and then find, or fail to find, common pathways to resolution. The book is a plea for restraint of initial impulses to fight - in court or on the battlefield - while each side puts itself in the other side's place to figure out what concessions can reasonably be expected.The section about Nelson Mandela . Good book This book begin with a analisys of important negotiations in very dificult perceptions of the paties of the other side in order to get an agreement and goes to more near cases as famiar cases. Recomended.