An internationally renowned leader in the art and science of negotiation addresses life’s most challenging conflicts—what to do when you are facing an adversary you don’t trust, someone who may harm you, or who you even feel is evil. In such situations, should you try to negotiate a deal or resist?
In an age of terror, our national leaders face critical decisions every day. Should we negotiate with the Taliban? Iran? North Korea? In private disputes you too may face such adversaries: a business partner who has cheated you, a sibling grabbing part of your inheritance, a greedy divorcing spouse. Across a wide range of difficult conflicts, Mnookin explains how to make wise decisions. He identifies the traps to avoid—emotional, strategic, and political—and the elements that are critical for success.
Mnookin’s real life case studies cover a remarkable range. Some involve political leaders: Churchill’s refusal to negotiate with Hitler; Nelsen Mandela’s choice to initiate negotiations with the government of South Africa. Half the cases involve business or family disputes where Mnookin played an active role. In all of them, emotions ran high and demonization ran rampant.
In this lively, informative, practical work, Mnookin provides the listener with the tools they need to bargain with the devils in everyday life as well as evaluate the decisions of our national leaders.
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. A renowned teacher and lecturer, Professor Mnookin has taught numerous workshops for corporations, governmental agencies and law firms throughout the world and trained many executives and professions in negotiation and mediation skills. Professor Mnookin has written or edited nine books and numerous scholarly articles. 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.