Skip to content
You are not logged in |Login  
     
Limit search to available items
Book Cover
book
BookBook
Author Susskind, Lawrence.

Title Good for you, great for me : finding the trading zone and winning at win-win negotiation / Lawrence Susskind, Director, MIT-Harvard Public Disputes Program, and Founder of the Consensus Building Institute.

Publication Info. New York : PublicAffairs, 2014.

Copies

Location Call No. Status
 Newington, Lucy Robbins Welles Library - Adult Department  658.4052 SUSSKIND    Check Shelf
Edition First edition.
Description ix, 240 pages ; 22 cm
Bibliography Includes bibliographical references and index.
Contents Introduction -- Finding the trading zone at golden pond -- Ways of winning at win-win negotiation -- Lead them into the trading zone -- Create more value -- Expect the unexpected -- Write their victory speech -- Protect yourself -- Provide leadership -- Acknowledgments -- Notes -- Index.
Summary 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.
Subject Negotiation in business.
Negotiation in business. (OCoLC)fst01035573
ISBN 9781610394253 (hardcover)
1610394259 (hardcover)
9781610394260 (e-book)
-->
Add a Review