An edition of Good for you, great for me (2014)

Good for you, great for me

finding the trading zone and winning at win-win negotiation

First edition.
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Last edited by ImportBot
October 5, 2021 | History
An edition of Good for you, great for me (2014)

Good for you, great for me

finding the trading zone and winning at win-win negotiation

First edition.
  • 2 Want to read

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.

Publish Date
Language
English
Pages
240

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Previews available in: English

Edition Availability
Cover of: Good for you, great for me
Cover of: Good For You, Great For Me
Good For You, Great For Me: Finding the Trading Zone and Winning at Win-Win Negotiation
Jun 03, 2014, Macmillan Audio
audio cd
Cover of: Good for You, Great for Me
Cover of: Good for You, Great for Me
Good for You, Great for Me
Jun 03, 2014, PublicAffairs
paperback

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Book Details


Table of Contents

Introduction
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.

Edition Notes

Includes bibliographical references and index.

Classifications

Dewey Decimal Class
658.4/052
Library of Congress
HD58.6 .S87 2014, HD58.6.S87 2014

The Physical Object

Pagination
ix, 240 pages
Number of pages
240

ID Numbers

Open Library
OL27163035M
Internet Archive
goodforyougreatf0000suss
ISBN 10
1610394259
ISBN 13
9781610394253
LCCN
2013050425
OCLC/WorldCat
868147520

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History

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October 5, 2021 Edited by ImportBot import existing book
July 18, 2019 Created by MARC Bot import new book