Good for you, great for me: finding the trading zone and winning at win-win negotiation
Author:
Publisher:
PublicAffairs
Pub. Date:
2014
Edition:
First edition
Language:
English
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.
More Details
Contributors:
ISBN:
9781610394253
9781427251398
9781610394260
9781427251398
9781610394260
Staff View
Grouping Information
Grouped Work ID | b98354da-dc1c-fc82-ca27-996bb0df42f8 |
---|---|
Grouping Title | good for you great for me finding the trading zone and winning at win win negotiation |
Grouping Author | lawrence susskind |
Grouping Category | book |
Grouping Language | English (eng) |
Last Grouping Update | 2024-04-24 03:14:56AM |
Last Indexed | 2024-04-25 23:38:01PM |
Solr Fields
accelerated_reader_point_value
0
accelerated_reader_reading_level
0
auth_author2
Runnette, Sean
author
Susskind, Lawrence
author2-role
Runnette, Sean,reader
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hoopla digital
author_display
Susskind, Lawrence
available_at_evld
EVLD Avon Public Library
detailed_location_evld
EVLD Avon Public Library
display_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.
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b98354da-dc1c-fc82-ca27-996bb0df42f8
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9781427251398
9781610394253
9781610394260
9781610394253
9781610394260
itype_evld
Adult non-fiction
Non-fiction
Non-fiction
last_indexed
2024-04-26T05:38:01.251Z
lexile_score
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literary_form
Non Fiction
literary_form_full
Non Fiction
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owning_library_evld
EVLD Eagle Valley Library Dist.
owning_location_evld
EVLD Avon Public Library
primary_isbn
9781610394253
publishDate
2014
publisher
Macmillan Audio
Public Affairs
PublicAffairs
Public Affairs
PublicAffairs
recordtype
grouped_work
subject_facet
Business
Electronic books
Negotiation
Negotiation in business
Electronic books
Negotiation
Negotiation in business
title_display
Good for you, great for me : finding the trading zone and winning at win-win negotiation
title_full
Good for You, Great for Me : Finding the Trading Zone and Winning at Win-Win Negotiation Susskind, Lawrence.
Good for You, Great for Me : Finding the Trading Zone and Winning at Win-Win Negotiation [electronic resource] / Lawrence Susskind
Good for You, Great for Me : finding the trading zone and winning at win-win negotiation [electronic resource] / Lawrence Susskind
Good for you, great for me : finding the trading zone and winning at win-win negotiation / Lawrence Susskind
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
Good for You, Great for Me : Finding the Trading Zone and Winning at Win-Win Negotiation [electronic resource] / Lawrence Susskind
Good for You, Great for Me : finding the trading zone and winning at win-win negotiation [electronic resource] / Lawrence Susskind
Good for you, great for me : finding the trading zone and winning at win-win negotiation / Lawrence Susskind
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
title_short
Good for you, great for me
title_sub
finding the trading zone and winning at win-win negotiation
topic_facet
Business
Electronic books
Negotiation
Negotiation in business
Electronic books
Negotiation
Negotiation in business
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record_details
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