Bargaining with the Devil: When to Negotiate, When to Fight [NOOK Book]

Overview

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.
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Bargaining with the Devil: When to Negotiate, When to Fight

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Overview

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.
Read More Show Less
  • Bargaining with the Devil
    Bargaining with the Devil  

Editorial Reviews

Publishers Weekly
Mnookin, head of Harvard's Program on Negotiation, combines business, history, philosophy and psychology to present a complete set of tools for confronting "Devils," defined as any individual perceived as a harmful adversary. Examining eight conflicts, including Winston Churchill's decision to reject negotiations with Adolf Hitler, Nelson Mandela's decision to initiate discussions with South Africa's apartheid government, IBM's discovery that its largest competitor copied its software, poisoned labor-management issues in the San Francisco Symphony, and examples from his professional experience, Mnookin (Beyond Winning) provides a straightforward account of the deliberative options when facing a "Faustian tension between pragmatism and principle." Along with cogent analysis, Mnookin suggests four general guidelines for determining the best course of action: systematically compare the cost-benefit ratios of negotiating or fighting, collect advice from others, tip the scales in favor of negotiation before fully committing, and don't allow moral intuition to override pragmatic assessment. While Mnookin admits his suggestions are "hardly the last word," they will help decision-makers focus their thoughts in challenging situations.
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Product Details

  • ISBN-13: 9781416583646
  • Publisher: Simon & Schuster
  • Publication date: 2/9/2010
  • Sold by: SIMON & SCHUSTER
  • Format: eBook
  • Pages: 336
  • Sales rank: 334,080
  • File size: 2 MB

Table of Contents

Introduction 1

Part I Understanding the Challenge 9

1 Avoiding Common Traps 11

2 Bargaining and Its Alternatives: Costs, Benefits, and Beyond 22

3 Recognition, Legitimacy, and Morality 34

Part II Global Devils 51

4 Rudolf Kasztner: Bargaining with the Nazis 53

5 Winston Churchill: May 1940-Should Churchill Negotiate? 83

6 Nelson Mandela: Apartheid in South Africa 106

Part III Business Devils 137

7 Giant Software Wars: IBM vs. Fujitsu 139

8 Disharmony in the Symphony 177

Part IV Family Devils 209

9 A Devilish Divorce 211

10 Sibling Warfare 232

Conclusion: Lessons Learned 261

Acknowledgments 269

Notes 273

Index 307

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Sort by: Showing all of 8 Customer Reviews
  • Posted February 24, 2010

    The author is clearly an expert in his area and has some good things to say. However, he spends too much time on ancient history and politics. His writing is dry and he lacks a sense of humor.

    Skip it. I'm sure you can find better.

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    Posted April 24, 2010

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