Beyond Winning

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Beyond Winning Page 42

by Robert H Mnookin


  Settlement counsel, 230–232

  Shared control, 179

  Shared problems, distributive issues as, 40– 42

  Sharing your perspective, 59–61

  Shifting interests, a client’s, 201–203

  Similarities, noncompetitive, 16

  Skadden, Arps, 148

  Sources of value, 13–17, 25–26, 31

  Spassky, Boris, 114

  Stance. See Mindsets

  Stanford University, 165–166

  Stone, Doug, 200

  Strategic advantages: of agents, 71; of lawyers, 95–96

  Strategic opportunism, 22–25; dampening, 25–26, 132–143, 174, 176; postcontractual, 131; in deal-making, 253–254

  Submissive behavior, 47

  Substantive endowments, 102–103

  Superfund, 150, 310

  Sympathy, 47

  System of a legal negotiation, 5–6, 173–176

  Tactics. See Hard-bargaining tactics

  Take-it-or-leave-it offers, 24, 215–216

  Tensions: in negotiations, 9–10; creation/distribution of value, 11–43; empathy/assertiveness, 44–68; principals/agents, 69–71

  Thaler, Richard H., 164

  Threats, 25

  Time preferences, 15, 31

  Tobacco industry, 304–306

  Torts, 99, 103

  Trades, 12–15, 17, 27, 37, 120–121, 174; between terms, 145–146; in dispute resolution, 240–242; in deal-making, 264–269

  Transaction costs: reduction of, 25–26, 119– 120, 230–232; and litigation/settlement, 104–105, 120; influencing, 112–113; in decision analysis, 236–237

  Trust, 49; of client, 229–230

  Tuchman, Barbara, 114

  Tversky, Amos, 161

  “$20 Auction,” 116–117, 230

  Uncertainty, 109–111, 224–238

  Understanding, demonstrating, 47, 63–66, 174, 186–189, 191

  Uniform Commerrcial Code, 129

  Unproductive tendencies, 50–54

  Unreasonable expectations, 198–199

  Unreciprocated offers, 24

  Ury, Bill, 20

  Value: creation of, 9, 12–17, 30–32, 37–39; distribution of, 9, 17–26; sources, 13–17, 24–26, 31; dispute resolution, 119–121, 241–242; in deal-making, 145–147; 264– 269; discussions with client, 191–193, 196–198

  Ventures, ongoing, 142

  “Wall Street Game,” 167

  Warnings, 25

  Warranties, 133, 289–290

  Weise, Richard, 230

  Williamson, Oliver, 138–139

  Willpower, 114–115

  Zero-sum mindset, 168, 196–198

  Zone of possible agreement, 18–22, 107

 

 

 


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