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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation

Condition: BRAND NEW
ISBN: 9781610394253
Author(s): Lawrence Susskind
Format: Hardcover
Year: 2014
Publisher: PublicAffairs
Dimensions: 142 x 208 x 25 (w x l x h)
Pages: 256

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Description:
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 Please click here to ask a question
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