Good for you, great for me : finding the trading zone and winning at win-win negotiation
(Book)
Author
Published
New York : PublicAffairs, 2014.
Format
Book
Edition
First edition.
ISBN
9781610394253 (hardcover), 1610394259 (hardcover)
Physical Desc
ix, 240 pages ; 22 cm
Status
Description
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Copies
Location | Call Number | Status |
---|---|---|
Morris County Library - Adult Nonfiction | 658.4052 SUS | Available |
Subjects
LC Subjects
OCLC Fast Subjects
More Details
Published
New York : PublicAffairs, 2014.
Edition
First edition.
Language
English
ISBN
9781610394253 (hardcover), 1610394259 (hardcover)
Notes
Bibliography
Includes bibliographical references and index.
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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Citations
APA Citation, 7th Edition (style guide)
Susskind, L. (2014). Good for you, great for me: finding the trading zone and winning at win-win negotiation (First edition.). PublicAffairs.
Chicago / Turabian - Author Date Citation, 17th Edition (style guide)Susskind, Lawrence. 2014. Good for You, Great for Me: Finding the Trading Zone and Winning At Win-win Negotiation. PublicAffairs.
Chicago / Turabian - Humanities (Notes and Bibliography) Citation, 17th Edition (style guide)Susskind, Lawrence. Good for You, Great for Me: Finding the Trading Zone and Winning At Win-win Negotiation PublicAffairs, 2014.
MLA Citation, 9th Edition (style guide)Susskind, Lawrence. Good for You, Great for Me: Finding the Trading Zone and Winning At Win-win Negotiation First edition., PublicAffairs, 2014.
Note! Citations contain only title, author, edition, publisher, and year published. Citations should be used as a guideline and should be double checked for accuracy. Citation formats are based on standards as of August 2021.
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