{"product_id":"good-for-you-great-for-lawrence-susskind-9781610395243","title":"Good for You, Great for Me (Intl Ed): Finding the Trading Zone and Winning at Win-Win Negotiation","description":"\u003cb\u003eYou've read the classic on win-win negotiating, \u003ci\u003eGetting to Yes\u003c\/i\u003e but so have \u003ci\u003ethey\u003c\/i\u003e, the folks you are now negotiating with. How can you get a leg up and win?\u003c\/b\u003e \u003cp\u003e\u003c\/p\u003e \"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. \u003cp\u003e\u003c\/p\u003e 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. \u003cp\u003e\u003c\/p\u003e 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Lawrence Susskind\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1610395247\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781610395243\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e PublicAffairs\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 06\/03\/2014\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 256\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.70lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 8.25h x 5.50w x 0.58d","brand":"Lawrence Susskind","offers":[{"title":"Paperback","offer_id":43987002065151,"sku":"9781610395243","price":19.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_a616d142-220c-4b40-9c8a-f9120fc5ee9a.jpg?v=1683286427","url":"https:\/\/www.whiterainbookhouse.com\/products\/good-for-you-great-for-lawrence-susskind-9781610395243","provider":"WR Book House","version":"1.0","type":"link"}