The Negotiator Magazine

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Reader's Review

John Baker

Beyond Winning: Negotiating to Create Value in Deals and Disputes
By Robert H. Mnookin, Scott r. Peppet and Andrew S. Tulumello
272pp. Cambridge, Massachusetts: The Belknap Press of Harvard University, 2004.
Paperback Edition: (US) $29.50


Robert H. Mnookin is the Samuel Williston Professor of Law at Harvard Law School, Chair of the Program on Negotiation and the Director of the Harvard Research Project. He is a leading scholar in the field of dispute resolution, the author or editor of nine books and the contributor of many scholarly articles.

Scott Peppet is Associate Professor at the Colorado University of Law and specializes in dispute resolution and negotiation. Andrew Tulumello was formerly with the War Crimes Tribunal at The Hague and is now an Associate with the law firm of Gibson, Dunn and Crutcher in Washington, D.C. Both men were students of Professor Mnookin and Fellows at the Harvard Negotiation Project.

This volume is a new paperback release of the work which was first published in 2000. In that year, the book was awarded a well-deserved Honorable Mention for the Professional/Scholarly Annual Publishing Award by the Association of American Publishers. The work has lost none of its sheen in the succeeding years.

The authors tell us that they “wrote this book primarily for lawyers” which should whet the interest of non-lawyers immediately. Lawyers, after-all, are as integral to most business negotiations today as agendas, strategies and deal points. We encounter lawyers as negotiators, thoughtful advisors, contract writers and sometimes, after the fact, in the resolution of the issues of contract compliance.

This book provides a grand view into the lawyer’s world of negotiations. Importantly, also, it is filled with advice that every negotiator should know and be able to employ in every negotiating situation. Written in plain English and bereft of legal jargon, readers will not need to reference Black’s Law Dictionary at all.

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