Bargaining with the Devil
when to negotiate, when to fight
Robert Mnookin
‘Bob Mnookin has produced a seminal book that is remarkably timely, and should help inform our U.S. government officials as they address international conflicts from Iran to North Korea. I only wish the book had been written when I was heading a variety of international negotiations during the Clinton Administration.’
Ambassador Stuart E. Eizenstat, author of Imperfect Justice
In an age of terror, national leaders face this sort of question every day. Should we negotiate with the Taliban? Iran? North Korea? What about terrorist groups holding hostages? In private disputes, you may face devils of your own. A business partner has betrayed you and now wants to negotiate a better deal. Your marriage is ending and your spouse is making extortionist demands. A business competitor has stolen your intellectual property. Your sister is fighting you over an inheritance. In cases such as these, you feel outraged. Your gut tells you to fight it out in court.
But when facing a devil — anyone you perceive as a harmful adversary — it may make more sense to negotiate rather than fight, says Robert Mnookin, the internationally renowned leader in the art of negotiation. How do you decide?
In Bargaining with the Devil, Mnookin provides tools for confronting adversaries of all kinds. Using eight conflicts drawn from history (including fascinating examples such as Churchill’s approach to Hitler, and Nelson Mandela’s response to South Africa’s apartheid regime), as well as his own professional experience, he offers a framework that applies equally to international conflicts and everyday life.
‘There is no easy, categorical answer,’ Mnookin warns. ‘Sometimes you should bargain with the Devil and other times you should refuse.’ The challenge lies in making wise decisions in particular circumstances. This book shows you how.
Reviews
‘Are you angry at the evil done to you in your personal life, in your business dealings, or in your nation’s affairs? Mnookin’s masterly analysis of real cases can help you decide whether to fight the devil, negotiate with the devil, or question whether the other side really is the devil.’
Professor Robert Axelrod, author of The Evolution of Cooperation
‘Bargaining with the Devil should be required reading for anyone who faces a profound conflict—whether as a manager, lawyer, or concerned citizen. Through riveting tales recounted with crisp elegance, Mnookin shows how to approach life’s most difficult disputes with dignity and purpose.’
Ben W. Heineman, Jr, senior fellow, Harvard University schools of law and government
» All reviews for this title‘Business executives and managers, no less than diplomats, often face adversaries they don’t like or trust. Through wonderful stories, Mnookin shows that sometimes we should resist, but that we should negotiate far more often than our intuitive or emotional self would suggest. Bargaining with the Devil explains how to approach life’s difficult conflicts and make wise decisions.’
Max H. Bazerman, Straus Professor of Business Administration, Harvard Business School, coauthor of Negotiation Genius
