Bargaining with the Devil When to Negotiate, When to Fight

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Summary

The art of negotiation--from one of the country's most eminent practitioners and the Chair of the Harvard Law School's Program on Negotiation.

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Introduction	p. 1
Understanding the Challenge	p. 9
Avoiding Common Traps	p. 11
Bargaining and Its Alternatives: Costs, Benefits, and Beyond	p. 22
Recognition, Legitimacy, and Morality	p. 34
Global Devils	p. 51
Rudolf Kasztner: Bargaining with the Nazis	p. 53
Winston Churchill: May 1940-Should Churchill Negotiate?	p. 83
Nelson Mandela: Apartheid in South Africa	p. 106
Business Devils	p. 137
Giant Software Wars: IBM vs. Fujitsu	p. 139
Disharmony in the Symphony	p. 177
Family Devils	p. 209
A Devilish Divorce	p. 211
Sibling Warfare	p. 232
Conclusion: Lessons Learned	p. 261
Acknowledgments	p. 269
Notes	p. 273
Index	p. 307
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