Tables of Contents for Beyond Winning

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Chapter/Section Title

Page #

Page Count

Preface

Introduction

Part I The Dynamics of Negotiation

1 The Tension between Creating and Distributing Value

2 The Tension between Empathy and Assertiveness

3 The Tension between Principals and Agents

Part II Why Lawyers?

4 The Challenges of Dispute Resolution

5 The Challenges of Deal-Making

127

6 Psychological and Cultural Barriers

156

Part III A Problem-Solving Approach

173

100

7 Behind the Table

178

8 Across the Table

204

9 Advice for Resolving Disputes

224

10 Advice for Making Deals

249

Part IV Special Issues

273

11 Professional and Ethical Dilemmas

274

12 Organizations and Multiple Parties

295

Conclusion

315

Notes

325

Index

349