"Bargaining with the Devil" provides a comprehensive framework for negotiating with difficult counterparts. Mnookin's approach emphasizes the importance of separating people from problems, understanding counterpart interests, and making clear, supported demands. By applying these strategies, negotiators can improve their chances of achieving successful outcomes, even when dealing with "devil-like" counterparts.
Mnookin argues against making decisions based solely on "gut feelings" or moral outrage. Instead, he proposes a systematic process to evaluate the situation: Summaries.Com Untangle Emotions: negociando con el diablo robert mnookin pdf
¿Cómo afectará la negociación a tu relación futura con la otra parte o con terceros? understanding counterpart interests
