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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; IBM discovers that Fujitsu, its largest competitor, has copied its software; the San Francisco Symphony is torn apart by poisoned labor-management relations; divorcing spouses, each feeling wounded and betrayed, disagree about custody and support; three siblings are in conflict about what to do with a jointly inherited vacation property.
Mnookin also examines decisions made in conflicts with evil regimes, where lives and liberty were at stake. 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. 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. And Mnookin evaluates with sensitivity the Hungarian Jew Rudolf Kasztner's still controversial decision to negotiate with Adolf Eichmann in the hope of saving lives.
This lively, informative, indispensable book identifies the tools one needs to make wise decisions about life's most challenging conflicts.
Read an excerpt for Bargaining with the Devil.
Like it or not, we are all confronted with negotiations at many points in our lives. Too often, we fall back reflexively into positions which are based on prejudices rather than... Read morePublished 7 months ago by Richard Middleton
Perhaps I expected more absolute technique rather than an exploration of how an individual or group can cripple the effort of negotiation by demonizing a participant. Read morePublished 9 months ago by miakhky
A friend recommended this and I am so glad. Mnookin writes with personality, a lively treatment filled with actual stories of difficult situations solved or not solved by... Read morePublished 10 months ago by Gloria Wolk
This book is great, I had to read it for school. I am happy that it was required because this isn't a book that I would typically read, but it was a very good book. Read morePublished 10 months ago by M. Williams
Business books tend to approach subjects in a way that is textbook and not necessarily how things really happen. Read morePublished 10 months ago by Vindi317
A collection of negotiation case studies, some set on the world stage, but others set at a much more intimate level. Read morePublished 13 months ago by Prof Clive Smallman
Prof. Mnookin takes on a subject of great importance from an angle that makes this book an interesting read no matter your background or profession. Read morePublished 15 months ago by RND L.L.M.
Great topics, and great that the author brings also simple business examples to the table. Ample set of comparissons. Looking forward to finish it.Published 15 months ago by lorenzoorozco
The author provides examples, from business, politics and war, of conflicts between opponents who start out demonizing each other and then find, or fail to find, common pathways... Read morePublished 19 months ago by richard hudgens