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Beyond Winning: Negotiating to Create Value in Deals and Disputes by Robert H. M - Picture 1 of 1

Beyond Winning: Negotiating to Create Value in Deals and Disputes by Robert H. Mnookin, Andrew S. Tulumello, Scott R. Peppet (Paperback, 2004)

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Conventional negotiating strategy often requires adversarial positions, but the authors propose viewing negotiating as a problem-solving task… They explain that creating value is the key to successful negotiating.