Political Books

Good For You Great For Me Intl Ed Finding The Trading Zone And Winning At Win-win Negotiation Lawrence Susskind U.s 0603

Author: Lawrence Susskind

You have read the classic book on win-win negotiations, "Getting to Yes," but others have read it too. How can you gain an advantage and win? Lawrence Susskind offers practical advice to satisfy the...

You have read the classic book on win-win negotiations, "Getting to Yes," but others have read it too. How can you gain an advantage and win? Lawrence Susskind offers practical advice to satisfy the interests of the people you represent. Additionally, he shows how to deal with irrational people, as well as the famous "900-pound gorilla." He explains how to...

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Top specs

  • Language English
  • Number of pages Number of pages 255
  • Cover Cover Soft
  • Year of publication Year of publication 2014
  • Publisher Publisher PublicAffairs
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Description & Specifications

You have read the classic book on win-win negotiations, "Getting to Yes," but others have read it too. How can you gain an advantage and win? Lawrence Susskind offers practical advice to satisfy the interests of the people you represent. Additionally, he shows how to deal with irrational people, as well as the famous "900-pound gorilla." He explains how to find trades that create more value than you imagine. The concept of the "trading zone," the space where you can create deals that are good for them but excellent for you, is a new approach to the negotiation process, keeping your trust and relationships intact. The result is often the best of both worlds: Claim a disproportionate share of the value you have created, while your opponents seem to be entitled to good behavior from their superiors. This new book, written by one of the leaders in negotiation conflict in the USA, contains a wealth of wise and practical advice to succeed as a negotiator: (a) how to manage your "back," that is, your clients and constituents, (b) how to design a process that is fair to both you and others, and (c) how to create value and expand the pie so that the result is good for them and excellent for you.

Pages: 256, Year of Publication: 2003, Dimensions: 14x14cm

Manufacturer

Author
Lawrence Susskind
Publisher
PublicAffairs
Subtitle
-
Number of Pages
255
Release Date
-
Publication Date
2014
Dimensions
14x21 cm
Language
English
Cover
Soft
Geopolitical Region
USA
ISBN-13
9781610395243

Important information

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22,51 €
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