Beyond Winning: Negotiating to Create Value in Deals and Disputes

This book by Robert Mnookin came up once on Lex Fridman in the episodes we index. That mention was a genuine on-air recommendation, not just a passing reference. The people who brought it up: Chris Voss. Every occurrence below links to the episode page and to the exact second it was said on YouTube.

"Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques." "In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one's own client and across the table with the other side.