Bargaining with the Devil

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Bargaining with the Devil | Books, Cds, DVDs For sale at  All Nigeria
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Bargaining with the Devil
Price in Naira: NGN 327,688
Location: All Nigeria
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In the opening chapter, the author describes how to decide whether or not to negotiate with an enemy. He offers questions that must be addressed to gauge the potential costs and benefits of alternative courses of action. 1)      Interests: What are my interests? What are my enemy’s interests?2)      Alternatives: What are my alternatives to negotiation? What are my enemy’s alternatives?3)      Potential Negotiated Outcomes: Is there any potential negotiated outcome that can satisfy my interests and my enemies interests better than our respective alternatives?4)      Implementation: If a deal is struck, is there a reasonable prospect that it will be implemented?5)      Costs: What are the expected costs, direct and indirect, of negotiation?  Mnookin offers examples of real people grappling with whether to negotiate or not. They range from a bitter divorce child custody case; siblings arguing over their inheritance; members of a renowned San Francisco orchestra rebelling against their director; business partners accusing each other of deception; IBM accusing Fujitsu of intellectual theft. Mnookin also explores large historical situations where whether to negotiate or not involves enormous questions of practicality and morality. He contrasts the 1938 decisions of Chamberlain and his government to negotiate with Hitler in “Munich” with Churchill’s refusal in May of 1940 to pursue negotiations. Chamberlain’s decision is ridiculed as the classic example of appeasement, and Churchill’s is applauded as a heroically correct decision to fight. But this conventional wisdom is too often invoked to support the claim that you should never bargain with an evil regime. (The Bush administration invoked Churchill’s name to justify the refusal to negotiate with the Axis of Evil. But Nelson Mandela negotiated the end of the apartheid system and a new constitutional order with enemies who had imprisoned him for 26 years.The thrust of Mnookin’s work is clear, practical, experienced advice which everyone will need as they decide whether–and how–to negotiate. And negotiation, he reminds listeners, is a constant in life.

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