Bargaining with the Devil: When to Negotiate, When to Fight
| Author | : | |
| Rating | : | 4.68 (931 Votes) |
| Asin | : | 1416583327 |
| Format Type | : | paperback |
| Number of Pages | : | 336 Pages |
| Publish Date | : | 2014-11-08 |
| Language | : | English |
DESCRIPTION:
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. This lively, informative, emotionally compelling 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. 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. Read an excerpt for Bargaining with the Devil. 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;
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. 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. Professor Mnookin has written or edited nine books and numerous scholarly articles
Ryan Vlasak said Good facts, few negotiation principles. Mnookin begins Bargaining with the Devil with the important and timely question of whether you should negotiate with parties you view as evil and uncompromising, and ends with the simple and commonsensical answer: "Not always, but more often than you feel like it."For examples of negotiating with "evil," Mnookin divides the book into "global devils," "business devils," and "family devils." In the section on global devils, Mnookin explains why he thinks Rudolf Kasztner was right to negotiate with Adolf Eichmann, why Winston . WWSD: What would Spock do? anonymous Have you ever fought with someone you thought was evil? Ever felt betrayed by a friend, a family member, a business partner? In these situations, emotions are fundamentally intertwined with any decision to negotiate; in fact, the very act of negotiation may attack one's identity. Moral righteousness is a powerful thing, and notions of right and wrong/good and evil can drive people to forgo negotiation even when it would be in their best interests. This is the struggle that is explored through the seven real-world scenarios . "great read for a flight" according to anonymous. This book is a lot of fun! It's quite ambitious, trying to be a number of things at the same time, and I think it largely succeeded.I expected a combination of philosophical treatise, a la Book of Job or Faustus, and negotiation handbook. Mnookin didn't disappoint on either front, although that's not ultimately what the book's about. It does raise, and sometimes answer, fascinating questions of moral and political philosophy, exploring whether negotiation ever degenerates into "pandering to evil" and the conflicting obligat