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    Bargaining with the Devil (Review and Analysis of Mnookin's Book)
    Bargaining with the Devil (Review and Analysis of Mnookin's Book)
    Bargaining with the Devil (Review and Analysis of Mnookin's Book)
    Ebook41 pages36 minutes

    Bargaining with the Devil (Review and Analysis of Mnookin's Book)

    By BusinessNews Publishing

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    The must-read summary of Robert Mnookin's book: "Bargaining with the Devil: When to Negotiate, When to Fight". 

    This complete summary of the ideas from Robert Mnookin's book "Bargaining With the Devil" shows that in the business world, people and companies are often faced with conflict, and the emotions that surround these can make it hard to stand back and assess the best course of action. For instance, when should one just accept and move on, and when should one negotiate or go straight to warfare? This summary points out a decision-making framework to assist in such situations. It lays out three challenges which you must overcome before making a decision on when to negotiate: 1) Untangle your emotions from the situation, 2) Analyze costs and benefits of negotiating versus other viable alternatives, 3) Address the moral and ethical issues involved in deciding whether to negotiate with an enemy. With this logical summary of Mnookin’s book, you will be able to avoid falling into traps and will be able to enter negotiations with confidence that you have enough backing to support your decision.

    Added-value of this summary: 
    • Save time 
    • Understand the key concepts 
    • Increase your business knowledge 

    To learn more, read "Bargaining with the Devil" and improve your negotiation skills.
    LanguageEnglish
    PublisherBusiness Book Summaries
    Release dateFeb 15, 2013
    ISBN9782806224903
    Bargaining with the Devil (Review and Analysis of Mnookin's Book)

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      Book preview

      Bargaining with the Devil (Review and Analysis of Mnookin's Book) - BusinessNews Publishing

      Book Presentation

      Bargaining With The Devil by Robert Mnookin

      Summary of Bargaining With The Devil (Robert Mnookin)

      Book Abstract

      MAIN IDEA

      If someone does you wrong in business or in life, should you bargain with them or ignore them and go straight to warfare or litigation?

      This is actually a highly strategic question and one of the most challenging issues in any negotiation. If you attempt to make a deal with the other party, you are in effect legitimizing their authority and position. For example, if a government negotiates with terrorists, then it is effectively stating the terrorists have a point and are worth speaking to in order to come to some sort of mutual arrangement. In a way, this can be viewed as a form of rewarding bad behavior.

      So, should you try to resolve any and all conflicts through negotiation rather than fighting it out? The answer depends on all kinds of different factors but you should have a bias towards negotiating wherever and whenever possible. You’ll increase the odds you will achieve more if you do

      About the Author

      ROBERT MNOOKIN is professor of law at Harvard Law School, the director of the Harvard Negotiation Research project and chair of the Program on Negotiation at Harvard Law School. Dr. Mnookin has taught several workshops on negotiation skills for corporations, government agencies and law firms. He is the author of nine books including Beyond Winning, Negotiating on Behalf of Others and Barriers to Conflict Resolution as well as numerous articles. Dr. Mnookin has been involved in resolving numerous landmark commercial disputes including that between IBM and Fujitsu over operating system software and between Boston Scientific and Medinol over intellectual property rights. Dr. Mnookin is a graduate of Harvard College and Harvard Law School.

      The Web site for this book is at

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