Coverart for item
The Resource 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

Label
Good for you, great for me : finding the trading zone and winning at win-win negotiation
Title
Good for you, great for me
Title remainder
finding the trading zone and winning at win-win negotiation
Statement of responsibility
Lawrence Susskind
Creator
Subject
Language
eng
Summary
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
Cataloging source
DLC
http://library.link/vocab/creatorName
Susskind, Lawrence
Dewey number
658.4/052
Index
index present
LC call number
HD58.6
LC item number
.S87 2014
Literary form
non fiction
Nature of contents
bibliography
http://library.link/vocab/subjectName
  • Negotiation in business
  • Negotiation in business
Label
Good for you, great for me : finding the trading zone and winning at win-win negotiation, Lawrence Susskind
Instantiates
Publication
Bibliography note
Includes bibliographical references and index
Carrier category
volume
Carrier MARC source
rdacarrier
Content category
text
Content type MARC source
rdacontent
Contents
Introduction -- Finding the trading zone at golden pond -- 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 -- Acknowledgments -- Notes -- Index
Control code
ocn868147520
Dimensions
22 cm
Edition
First edition.
Extent
ix, 240 pages
Isbn
9781610394253
Isbn Type
(hardcover)
Lccn
2013050425
Media category
unmediated
Media MARC source
rdamedia
System control number
  • (OCoLC)868147520
  • (Sirsi) a1838472
Label
Good for you, great for me : finding the trading zone and winning at win-win negotiation, Lawrence Susskind
Publication
Bibliography note
Includes bibliographical references and index
Carrier category
volume
Carrier MARC source
rdacarrier
Content category
text
Content type MARC source
rdacontent
Contents
Introduction -- Finding the trading zone at golden pond -- 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 -- Acknowledgments -- Notes -- Index
Control code
ocn868147520
Dimensions
22 cm
Edition
First edition.
Extent
ix, 240 pages
Isbn
9781610394253
Isbn Type
(hardcover)
Lccn
2013050425
Media category
unmediated
Media MARC source
rdamedia
System control number
  • (OCoLC)868147520
  • (Sirsi) a1838472

Library Locations

    • Central Library, Jesse H. Jones BuildingBorrow it
      500 McKinney St., Houston, TX, 77002, US
      29.759431 -95.369953
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