Good for you, great for me
Subtitle: finding the trading zone and winning at win-win negotiation
By: Lawrence Susskind, Co-Founder, Program on Negotiation at Harvard Law School, and Founder of the Consensus Building Institute
Edition: First edition.
Published: 2014
Language: eng
Number of pages: 240
ISBN-13: 9781610394253
Subjects: Negotiation in business
Description: 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.
Notes: Includes bibliographical references and index.
Table of contents: title: Introduction; title: Finding the trading zone at golden pond; title: Six ways of winning at win-win negotiation; title: Lead them into the trading zone; title: Create more value; title: Expect the unexpected; title: Write their victory speech; title: Protect yourself; title: Provide leadership; title: Coda; title: Acknowledgments; title: Notes; title: Index.