Bargaining with the Devil: When to Negotiate, When to Fight

图书标准信息

• 作者 Robert Mnookin 著
• 出版社 Simon & Schuster US
• 出版时间 2011-04
• ISBN 9781416583332
• 定价 126.50元
• 装帧 平装
• 开本 其他
• 纸张 其他
• 页数 336页
• 正文语种 英语

【内容简介】

Inanageofterror,ournationalleadersfacesuchcriticaldecisionseveryday.ShouldwenegotiatewiththeTaliban?Iran?NorthKorea?
Inprivatedisputesyoutoomayfacesuchadversaries:abusinesspartnerwhohascheatedyou,asiblinggrabbingpartofyourinheritance,agreedydivorcingspouse.
Acrossawiderangeofdifficultconflicts,Mnookinexplainshowtomakewisedecisions.Heidentifiesthetrapstoavoid—emotional,strategic,andpolitical—andtheelementsthatarecriticalforsuccess.
Mnookin’sreallifecasestudiescoveraremarkablerange.Someinvolvepoliticalleaders:Churchill’srefusalin1940tonegotiatewithHitler;NelsonMandela’schoicetoinitiatenegotiationswiththegovernmentofSouthAfrica.Othersinvolveindividualsfacingevilregimes:theSovietKGBorHitler’sSS.HalfthecasesinvolvebusinessorfamilydisputeswhereMnookinplayedanactiverole.Inallofthem,emotionsranhighanddemonizationranrampant:twogiantcomputercompaniesfightingoversoftwarerights,theSanFranciscoSymphonytornbystrike,aCEOwhofeelsbetrayedbyajointventurepartner,andsomefamilydisputesthatreachedcrisispoints.
Inthislively,informative,practicalbook,RobertMnookinprovidesthereaderwiththetoolsweneedtobargainwiththedevilsineverydaylifeaswellasevaluatethedecisionsofournationalleaders.

【目录】

Introduction1
PartIUnderstandingtheChallenge9
1AvoidingCommonTraps11
2BargainingandItsAlternatives:Costs,Benefits,andBeyond22
3Recognition,Legitimacy,andMorality34
PartIIGlobalDevils51
4RudolfKasztner:BargainingwiththeNaz