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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