Top positive review
3 people found this helpful
Thought provoking and thoughtful
on October 19, 2013
A collection of negotiation case studies, some set on the world stage, but others set at a much more intimate level. Mnookin's gift is to find the common threads that defy the scale differences, distilling a subtlety distinct cut on interest-based negotiation. The political case studies are good, but the real value in this excellent book lies in the detailed discussion and perceptive analysis of cases of employee representation vs. management, a divorce, and sibling disagreement over inheritance. Each case illustrates the value of focusing on interests rather than pointless positions of so-called principle. How often have I seen the outcome of "it's the principle" negatively impact people's lives, more often than not following some pyrrhic "victory" in a negotiation of some sort? Politicians of all stripes, managers and trade unionists too, as well as warring spouses or siblings - read, digest, benefit.