Beyond Winning
Page 42
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