Beyond Winning: Negotiating to Create Value in Deals and Disputes

by Robert Mnookin
Beyond Winning: Negotiating to Create Value in Deals and Disputes cover
Good Books rating 4.0
Business and Economics
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  • ID: 11627
  • Added: 2026-03-11
  • Updated: 2026-03-11
  • ISBN: 9780674504103
  • Publisher: Harvard University Press
  • Published: 2004-04-15
  • Reviews: 3

Beyond Winning presents a groundbreaking perspective on negotiation, aiming to restore confidence in the legal system. It provides lawyers with innovative, practical techniques to turn disputes into advantageous deals and enhance existing agreements. The book emphasizes a tough-minded, problem-solving approach to negotiation, offering a fresh and effective way to handle legal conflicts. Authored by experts in the field, Beyond Winning is not just about theory but offers actionable strategies that can be immediately applied in real-world scenarios. It challenges traditional negotiation methods and introduces a new paradigm that prioritizes mutual gain and sustainable solutions.

Reviews
Program on Negotiation at Harvard Law School · 2026-03-11
valuable 4.00

The book is praised for its problem-solving approach to negotiation, which is seen as the most promising means of creating value. It is noted for its practical advice and clear guidance.

This review emphasizes the book's problem-solving approach to negotiation, which is highly regarded for its effectiveness in creating value. The reviewer appreciates the practical advice and clear guidance provided, making it a valuable resource for lawyers and negotiators. The book is seen as a modern extension of 'Getting To Yes', adding to its credibility. The reviewer also notes that the book's goal is to help lawyers turn disputes into deals and improve existing deals, which is achieved through its practical and tough-minded problem-solving techniques.

Quick quotes

    The book's goal is to help lawyers turn disputes into deals and deals into better deals, through practical, tough-minded problem-solving techniques.

    This book is about how lawyers can turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques.

    It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques.

JSTOR · 2004-04-15
comprehensive 4.00

The book is seen as a guide to conflict resolution, describing obstacles in legal negotiations and offering clear advice. It is appreciated for its step-by-step approach and candid advice.

This review underscores the book's role as a comprehensive guide to conflict resolution, particularly in legal negotiations. The reviewer notes that the authors describe various obstacles that can derail negotiations and provide clear, candid advice on overcoming these challenges. The step-by-step approach is highly valued, making the book a useful tool for anyone involved in legal negotiations. The reviewer also appreciates the practical and actionable advice offered, which can help turn disputes into better deals.

Quick quotes

    In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation and offer clear, candid advice.

    Beyond Winning charts a way out of our current crisis of confidence in the legal system.

    It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques.

Goodreads · 2000-10-06
practical 4.00

The book offers a fresh perspective on negotiation, aimed at helping lawyers turn disputes into deals and improve existing deals through practical problem-solving techniques. It is praised for its modern and practical approach.

This review highlights the book's innovative approach to negotiation, particularly in the legal field. The reviewer appreciates how the book provides practical, tough-minded problem-solving techniques to turn disputes into deals and improve existing deals. They emphasize that the book offers a fresh look at negotiation, making it a valuable resource for lawyers and anyone interested in conflict resolution. The reviewer also notes that the book is a modernized extension of the famous 'Getting To Yes', which adds to its credibility and usefulness.

Quick quotes

    It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques.

    This book is an excellent and modernized extension to the world-famous 'Getting To Yes'.

    Beyond Winning charts a way out of our current crisis of confidence in the legal system.

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