MARC Record from marc_openlibraries_sanfranciscopubliclibrary

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001 868147520
003 OCoLC
005 20151005121907.0
008 140113s2014 nyu b 001 0 eng
010 $a2013050425
019 $a859186599
020 $a9781610394253 (hardcover)
020 $a1610394259 (hardcover)
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050 00 $aHD58.6$b.S87 2014
082 00 $a658.4/052$223
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100 1 $aSusskind, Lawrence.
245 10 $aGood for you, great for me :$bfinding the trading zone and winning at win-win negotiation /$cLawrence Susskind, Co-Founder, Program on Negotiation at Harvard Law School, and Founder of the Consensus Building Institute.
250 $aFirst edition.
264 1 $aNew York :$bPublicAffairs,$c[2014]
300 $aix, 240 pages ;$c22 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
504 $aIncludes bibliographical references and index.
505 0 $aIntroduction -- Finding the trading zone at golden pond -- Six 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 -- Coda -- Acknowledgments -- Notes -- Index.
520 $aTo 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.
650 0 $aNegotiation in business.
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