Good for you, great for me: finding the trading zone and winning at win-win negotiation
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 opera...
Gespeichert in:
| Beteilige Person: | |
|---|---|
| Format: | Buch |
| Sprache: | Englisch |
| Veröffentlicht: |
NewYork
Public affairs
2014
|
| Ausgabe: | First edition |
| Schlagwörter: | |
| Zusammenfassung: | 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 |
| Beschreibung: | Includes bibliographical references and index |
| Umfang: | IX, 240 S. 22 cm |
| ISBN: | 9781610394253 |
Internformat
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| 100 | 1 | |a Susskind, Lawrence |d 1947- |e Verfasser |0 (DE-588)124842259 |4 aut | |
| 245 | 1 | 0 | |a Good for you, great for me |b finding the trading zone and winning at win-win negotiation |c Lawrence Susskind |
| 250 | |a First edition | ||
| 264 | 1 | |a NewYork |b Public affairs |c 2014 | |
| 300 | |a IX, 240 S. |c 22 cm | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references and index | ||
| 520 | |a 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 | ||
| 650 | 4 | |a Negotiation in business | |
| 943 | 1 | |a oai:aleph.bib-bvb.de:BVB01-027428313 | |
Datensatz im Suchindex
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| any_adam_object | |
| author | Susskind, Lawrence 1947- |
| author_GND | (DE-588)124842259 |
| author_facet | Susskind, Lawrence 1947- |
| author_role | aut |
| author_sort | Susskind, Lawrence 1947- |
| author_variant | l s ls |
| building | Verbundindex |
| bvnumber | BV041985958 |
| ctrlnum | (OCoLC)886639544 (DE-599)BVBBV041985958 |
| edition | First edition |
| format | Book |
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| id | DE-604.BV041985958 |
| illustrated | Not Illustrated |
| indexdate | 2024-12-20T16:59:28Z |
| institution | BVB |
| isbn | 9781610394253 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-027428313 |
| oclc_num | 886639544 |
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| owner_facet | DE-19 DE-BY-UBM DE-1051 |
| physical | IX, 240 S. 22 cm |
| publishDate | 2014 |
| publishDateSearch | 2014 |
| publishDateSort | 2014 |
| publisher | Public affairs |
| record_format | marc |
| spelling | Susskind, Lawrence 1947- Verfasser (DE-588)124842259 aut Good for you, great for me finding the trading zone and winning at win-win negotiation Lawrence Susskind First edition NewYork Public affairs 2014 IX, 240 S. 22 cm txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index 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 Negotiation in business |
| spellingShingle | Susskind, Lawrence 1947- Good for you, great for me finding the trading zone and winning at win-win negotiation Negotiation in business |
| title | Good for you, great for me finding the trading zone and winning at win-win negotiation |
| title_auth | Good for you, great for me finding the trading zone and winning at win-win negotiation |
| title_exact_search | 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 Lawrence Susskind |
| title_fullStr | Good for you, great for me finding the trading zone and winning at win-win negotiation Lawrence Susskind |
| title_full_unstemmed | Good for you, great for me finding the trading zone and winning at win-win negotiation Lawrence Susskind |
| title_short | Good for you, great for me |
| title_sort | good for you great for me finding the trading zone and winning at win win negotiation |
| title_sub | finding the trading zone and winning at win-win negotiation |
| topic | Negotiation in business |
| topic_facet | Negotiation in business |
| work_keys_str_mv | AT susskindlawrence goodforyougreatformefindingthetradingzoneandwinningatwinwinnegotiation |