Bargaining with the Devil

Fülszöveg

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.
The head of Harvard's famed Program on Negotiation, Robert Mnookin provides tools for confronting devils of all kinds—in business, politics, and family life. Bargaining with the Devil guides the reader on how to make wise decisions about whether to negotiate or fight. Mnookin explains what it means to make a "wise decision" and identifies the emotional, strategic, and political traps to avoid.
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... Tovább

Fülszöveg

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.
The head of Harvard's famed Program on Negotiation, Robert Mnookin provides tools for confronting devils of all kinds—in business, politics, and family life. Bargaining with the Devil guides the reader on how to make wise decisions about whether to negotiate or fight. Mnookin explains what it means to make a "wise decision" and identifies the emotional, strategic, and political traps to avoid.
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 Symphony is torn apart by poisoned labor-management relations; divorcing spouses, each feeling wounded and betrayed, disagree about custody and support; three siblings are in conflict about what to do with a jointly inherited vacation property.
Mnookin also examines decisions made in conflicts with evil regimes, where lives and liberty were at stake. He analyzes Winston Churchill's fateful choice in May 1940—Britain's darkest hour—to reject negotiations with Adolf Hitler and to carry on the fight. 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
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decision not to negotiate with the KGB for his freedom. 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.
ROBERT MNOOKIN is the Samuel Williston Professor of Law at Harvard, the Chair of the Program on Negotiation at Harvard Law School, and the Director of the Harvard Negotiation Research Project. As a mediator he has successfully helped resolve scores of complex commercial disputes; as a consultant he has advised corporations, governmental agencies, and law firms; and as a teacher he has trained executives and professionals in negotiation and dispute resolution skills. His books include Beyond Winning (with Scott Pep pet and Andrew Tulumello) and Dividing the Child (with Eleanor Maccoby).
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"No dilemma in negotiation Is more problematic or painful than that of whether or not to negotiate with perceived evil. In this beautifully reasoned book, illustrated with incisive and dramatic case studies, Robert Mnookin guides us through the labyrinth of decision-making and offers a valuable practical framework for arriving at a wise choice. Highly recommended!'!
-WILLIAM URY, oimh^f GETTING TO YESâna'^xkotof THE POWER OF A POSITIVE NO
"Bob Mnookin has produced a seminal book that is remarkably timely and should help inform our U.S. government officials as they address international conflicts from Iran to North Korea. I only wish the book had been written when I was head-
ing a variety of jnternational neg^iations duringth^Clintoi^dn^^

"Mnookin's masterly analysis of real cases can help you decide whether to fight the devil, negotiate with the devil, or question whether the other side really is the devil."
-ROBERT AXELROD, author of THE EVOLUTION OF COOPERATION
''Bargaining with the Devil should be required reading for anyone who faces a pro- " found conflict—whether as a manager, lawyer, or concerned citizen. Through riveting tales recounted with crisp elegance, Mnookin shows how to approach life's | most difficult disputes with dignity and purpose;^
"Through wonderful stories, Mnookin shows that sometimes we should resist, but that we should negotiate far more often than our intuitive or emotional self would suggest."
'This important new book fills a void and should be required reading whether you are a professional negotiator, a public official, or a private citizen."
-KEN FEINBERG, mediator and special master;
author of WHA T IS LIFE WORTH? Vissza