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Bargaining with the Devil: When to Negotiate, When to Fight
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About the Author
Robert H. Mnookin is the Samuel Williston Professor of Law at Harvard Law, the Chair of the Steering Committee of the Program on Negotiation at Harvard Law School, and the Director of the Harvard Negotiation Research Project. 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. Professor Mnookin has written or edited nine books and numerous scholarly articles. His books include Beyond Winning: Negotiating to Create Value in Deals and Disputes (with Scott Peppet and Andrew Tulumello) and Negotiating on Behalf of Others.
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Product details
Paperback: 336 pages
Publisher: Simon & Schuster; Reprint edition (April 12, 2011)
Language: English
ISBN-10: 9781416583332
ISBN-13: 978-1416583332
ASIN: 1416583335
Product Dimensions:
5.5 x 1 x 8.4 inches
Shipping Weight: 11.2 ounces (View shipping rates and policies)
Average Customer Review:
4.1 out of 5 stars
49 customer reviews
Amazon Best Sellers Rank:
#167,331 in Books (See Top 100 in Books)
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. management, a divorce, and sibling disagreement over inheritance. Each case illustrates the value of focusing on interests rather than pointless positions of so-called principle. How often have I seen the outcome of "it's the principle" negatively impact people's lives, more often than not following some pyrrhic "victory" in a negotiation of some sort? Politicians of all stripes, managers and trade unionists too, as well as warring spouses or siblings - read, digest, benefit.
Overall it is a good book about the theme in question, however it is more about examples of specific situations than actual a guidance on how to deal with the situation in a generic form.I do have enjoyed reading it and even in the format in question it has provided grat insights about people's nature when negotiating in very difficult situations.
I was looking for a book about negotiations when the other party is considered as evil and unreliable, as it happens between political or international negotiations. The other books were always about business, Mnooking's book is very well written and covers those areas that are not only related to business, where the negotiations are not always about money or a contract. The style is clear and enjoyble. I highly recommend this book.
I purchased this book in the hopes of learning practical techniques to improve negotiation skills. It proved to be more of a compendium about the history of various groups which was not what I bought the book for. This book was a waste of time. There are plenty of better books out there on this topic.
Perhaps I expected more absolute technique rather than an exploration of how an individual or group can cripple the effort of negotiation by demonizing a participant. A good book with interesting insights. Enjoyed the details of the historical examples and felt the author had an interesting humility -- he didn't fall into the error of believing he would have done better simply because he now has historical perspective.
A friend recommended this and I am so glad. Mnookin writes with personality, a lively treatment filled with actual stories of difficult situations solved or not solved by negotiation, some familial and others large scale (i.e., Mandela's decision to work with the South African power brokers).
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.
This book is great, I had to read it for school. I am happy that it was required because this isn't a book that I would typically read, but it was a very good book. It has a lot of lessons in it and will teach you how to build, grow or for some to even begin with negotiating.
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