Friday, October 8, 2010

Bargaining with the Devil

Bargaining with the Devil: When to negotiate, when to fight by Robert Mnookin

The head of Harvard Law School's Program on Negotiation, Mnookin offers guidance on how to make a wise decision about engaging with an untrustworthy adversary. He identifies traps to avoid, strategies and tools for analyzing challenging situations. Case studies from the lives of business and political leaders (including Churchill and Mandela) as well as ordinary citizens illustrate the principles and are fascinating stories in their own right.

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