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Good for you, great for me: finding the trading zone and winning at win-win negotiation

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You've read the classic on win-win negotiating, Getting to Yes but so have they , the folks you are now negotiating with. How can you get a leg up and win? "Win-win" negotiation is an appealing idea on an intellectual level: Find the best way to convince the other side to accept a mutually beneficial outcome, and then everyone gets their fair share. The reality, though, is that people want more than their fair share; they want to win. Tell your boss that you've concocted a deal that gets your company a piece of the pie, and the reaction is likely to be: "Maybe we need to find someone harder-nosed than you who knows how to win. We want the whole pie, not just a slice." However, to return to an earlier era before "win-win" negotiation was in fashion and seek simply to dominate or bully opponents into submission would be a step in the wrong direction -- and a public relations disaster. By showing how to win at win-win negotiating, Lawrence Susskind provides the operational advice you need to satisfy the interests of your back table -- the people to whom you report. He also shows you how to deal with irrational people, whose vocabulary seems limited to "no," or with the proverbial 900-pound gorilla. He explains how to find trades that create much more value than either you or your opponent thought possible. His brilliant concept of "the trading zone" -- the space where you can create deals that are "good for them but great for you," while still maintaining trust and keeping relationships intact -- is a fresh way to re-think your approach to negotiating. The outcome is often the best of both possible worlds: You claim a disproportionate share of the value you've created while your opponents still look good to the people to whom they report. Whether the venue is business, a family dispute, international relations, or a tradeoff that has to be made between the environment and jobs, Susskind provides a breakthrough in how to both think about, and engage in, productive negotiations.
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9781610394253
9781610394260
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Grouping Information

Grouped Work IDb98354da-dc1c-fc82-ca27-996bb0df42f8
Grouping Titlegood for you great for me finding the trading zone and winning at win win negotiation
Grouping Authorlawrence susskind
Grouping Categorybook
Grouping LanguageEnglish (eng)
Last Grouping Update2020-09-28 04:17:02AM
Last Indexed2020-09-28 04:43:04AM
Novelist Primary ISBNnone

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display_descriptionProvides operational guidelines and a new paradigm for settling all kinds of disputes with a mutually beneficial outcome to both parties, whether involving business, family, international relations, or public affairs.
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ils:a1142447BookBooksFirst edition.EnglishPublicAffairs, [2014]ix, 240 pages : illustrations ; 22 cm
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subject_facetNegotiation in business
title_displayGood for you, great for me : finding the trading zone and winning at win-win negotiation
title_fullGood for You, Great for Me Finding the Trading Zone and Winning at Win-Win Negotiation
Good for you, great for me : finding the trading zone and winning at win-win negotiation / Lawrence Susskind, co-founder, Program on Negotiation at Harvard Law School, and founder of the Consensus Building Institute
title_shortGood for you, great for me
title_subfinding the trading zone and winning at win-win negotiation
topic_facetBusiness
Negotiation in business
Nonfiction