MARC Record from marc_columbia

LEADER: 04059cam a2200397 a 4500
001 7696045
005 20221201021047.0
008 091210s2010 nyu b 001 0 eng
010 $a 2009048661
020 $a9781416583325
020 $a1416583327
020 $a9781416583646 (ebook)
020 $a1416583645 (ebook)
024 $a40017647157
035 $a(OCoLC)432993830
035 $a(OCoLC)ocn432993830
035 $a(NNC)7696045
035 $a7696045
040 $aDLC$cDLC$dYDX$dYDXCP$dOrLoB-B
050 00 $aBF637.N4$bM58 2010
082 00 $a302.3$222
100 1 $aMnookin, Robert H.$0http://id.loc.gov/authorities/names/n82024624
245 10 $aBargaining with the devil :$bwhen to negotiate, when to fight /$cRobert Mnookin.
250 $a1st Simon & Schuster hardcover ed.
260 $aNew York :$bSimon & Schuster,$c2010.
300 $ax, 320 pages ;$c25 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
504 $aIncludes bibliographical references and index.
505 00 $gPt. I.$tUnderstanding the Challenge -- $g1.$tAvoiding Common Traps -- $g2.$tBargaining and Its Alternatives: Costs, Benefits, and Beyond -- $g3.$tRecognition, Legitimacy, and Morality -- $gPt. II.$tGlobal Devils -- $g4.$tRudolf Kasztner: Bargaining with the Nazis -- $g5.$tWinston Churchill: May 1940 - Should Churchill Negotiate? -- $g6.$tNelson Mandela: Apartheid in South Africa -- $gPt. III.$tBusiness Devils -- $g7.$tGiant Software Wars: IBM vs. Fujitsu -- $g8.$tDisharmony in the Symphony -- $gPt. IV.$tFamily Devils -- $g9.$tA Devilish Divorce -- $g10.$tSibling Warfare -- $tConclusion: Lessons Learned.
520 1 $a"In this book, one of the country's most eminent practitioners of the art and science of negotiation offers practical advice for the most challenging conflicts - when you are facing an adversary you don't trust, who may harm you, or who you may even feel is evil." "The head of Harvard's famed Program on Negotiation, Robert Mnookin provides tools for confronting devils of all kinds - in business, politics, and family life. Bargaining with the Devil guides the reader on how to make wise decisions about whether to negotiate or fight. Mnookin explains what it means to make a "wise decision" and identifies the emotional, strategic, and political traps to avoid." "Drawing from a 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."--BOOK JACKET.
650 0 $aNegotiation.$0http://id.loc.gov/authorities/subjects/sh85090650
650 0 $aConflict management.$0http://id.loc.gov/authorities/subjects/sh85030958
650 0 $aNegotiation in business.$0http://id.loc.gov/authorities/subjects/sh85090651
856 42 $3Publisher description$uhttp://www.loc.gov/catdir/enhancements/fy1003/2009048661-d.html
852 00 $bleh$hBF637.N4$iM58 2010