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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation - Couverture rigide
Synopsis
A giant in the field and professor of negotiation at MIT and Harvard Law School offers a conceptual breakthrough and practical tool for Uwinning /U negotiations-not just dividing the pie-while maintaining trust and keeping relationships intact: the "Trading Zone"
Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.
À propos de l'auteur
Lawrence Susskind is cofounder of the Program on Negotiation at Harvard Law School, Ford Foundation Professor of Urban and Environmental Planning at the Massachusetts Institute of Technology, and the founder and chief knowledge officer of the Consensus Building Institute. He has served on the faculty at MIT for more than forty years. Dr. Susskind has mediated complex disputes involving land and water rights; advised more than fifty corporations, particularly with regard to regulatory negotiations; provided advanced negotiation training to more than 30,000 professionals from around the world; and served as an adviser to the supreme courts of Israel, Ireland, and the Philippines.
Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.
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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation
Edité par
PublicAffairs,U.S., 2014
ISBN 10 : 1610394259
ISBN 13 : 9781610394253
Ancien ou d'occasion
Couverture rigide
Vendeur : World of Books (was SecondSale), Montgomery, IL, Etats-Unis
Évaluation du vendeur 5 sur 5 étoiles
Hardback. Etat : Good. You've read the classic on win-win negotiating, Getting to Yes , but so have they , the folks you are now negotiating with. How can you get a leg up , and win? Win-win" negotiation is an appealing idea on an intellectual level: Find the best way to convince the other side to accept a mutually beneficial outcome, and then everyone gets their fair share. The reality, though, is that people want more than their fair share they want to win. Tell your boss that you've concocted a deal that gets your company a piece of the pie, and the reaction is likely to be: Maybe we need to find someone harder-nosed than you who knows how to win. We want the whole pie, not just a slice." However, 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. N° de réf. du vendeur 00102808194
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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation
Edité par
PublicAffairs, 2014
ISBN 10 : 1610394259
ISBN 13 : 9781610394253
Ancien ou d'occasion
Couverture rigide
Vendeur : Zoom Books East, Glendale Heights, IL, Etats-Unis
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Etat : very_good. Book is in very good condition and may include minimal underlining highlighting. The book can also include "From the library of" labels. May not contain miscellaneous items toys, dvds, etc. . We offer 100% money back guarantee and 24 7 customer service. N° de réf. du vendeur ZEV.1610394259.VG
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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation
Edité par
PublicAffairs (edition ), 2014
ISBN 10 : 1610394259
ISBN 13 : 9781610394253
Ancien ou d'occasion
Couverture rigide
Vendeur : BooksRun, Philadelphia, PA, Etats-Unis
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Hardcover. Etat : Very Good. With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting. N° de réf. du vendeur 1610394259-11-1-29
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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation
Edité par
PublicAffairs (edition ), 2014
ISBN 10 : 1610394259
ISBN 13 : 9781610394253
Ancien ou d'occasion
Couverture rigide
Vendeur : BooksRun, Philadelphia, PA, Etats-Unis
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Hardcover. Etat : Fair. The item might be beaten up but readable. May contain markings or highlighting, as well as stains, bent corners, or any other major defect, but the text is not obscured in any way. N° de réf. du vendeur 1610394259-7-1
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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation
Edité par
PublicAffairs, 2014
ISBN 10 : 1610394259
ISBN 13 : 9781610394253
Ancien ou d'occasion
Couverture rigide
Vendeur : Greenworld Books, Arlington, TX, Etats-Unis
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Etat : acceptable. Fast Free Shipping â" A well-loved copy with text fully readable and cover pages intact. May display wear such as writing, highlighting, bends, folds or library marks. Still a complete and usable book. N° de réf. du vendeur GWV.1610394259.A
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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation
Edité par
PublicAffairs,U.S., 2014
ISBN 10 : 1610394259
ISBN 13 : 9781610394253
Ancien ou d'occasion
Couverture rigide
Vendeur : World of Books Inc, Montgomery, IL, Etats-Unis
Évaluation du vendeur 4 sur 5 étoiles
Hardback. Etat : Good. You've read the classic on win-win negotiating, Getting to Yes , but so have they , the folks you are now negotiating with. How can you get a leg up , and win? Win-win" negotiation is an appealing idea on an intellectual level: Find the best way to convince the other side to accept a mutually beneficial outcome, and then everyone gets their fair share. The reality, though, is that people want more than their fair share they want to win. Tell your boss that you've concocted a deal that gets your company a piece of the pie, and the reaction is likely to be: Maybe we need to find someone harder-nosed than you who knows how to win. We want the whole pie, not just a slice." However, 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. N° de réf. du vendeur CIN1610394259G
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EUR 5,81
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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation
Edité par
PublicAffairs, 2014
ISBN 10 : 1610394259
ISBN 13 : 9781610394253
Ancien ou d'occasion
Couverture rigide
Vendeur : HPB-Emerald, Dallas, TX, Etats-Unis
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Hardcover. Etat : Very Good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority! N° de réf. du vendeur S_463990476
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Good for You, Great for Me : Finding the Trading Zone and Winning at Win-Win Negotiation
Edité par
PublicAffairs, 2014
ISBN 10 : 1610394259
ISBN 13 : 9781610394253
Ancien ou d'occasion
Couverture rigide
Vendeur : Better World Books, Mishawaka, IN, Etats-Unis
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Etat : Very Good. Former library copy. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Includes library markings. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. N° de réf. du vendeur 6484070-6
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Image d'archives
Good for You, Great for Me : Finding the Trading Zone and Winning at Win-Win Negotiation
Edité par
PublicAffairs, 2014
ISBN 10 : 1610394259
ISBN 13 : 9781610394253
Ancien ou d'occasion
Couverture rigide
Vendeur : Better World Books, Mishawaka, IN, Etats-Unis
Évaluation du vendeur 5 sur 5 étoiles
Etat : Good. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. N° de réf. du vendeur 15531380-6
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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation
Edité par
PublicAffairs, 2014
ISBN 10 : 1610394259
ISBN 13 : 9781610394253
Ancien ou d'occasion
Couverture rigide
Vendeur : Goodwill Books, Hillsboro, OR, Etats-Unis
Évaluation du vendeur 5 sur 5 étoiles
Etat : good. Signs of wear and consistent use. N° de réf. du vendeur GICWV.1610394259.G
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