Beschreibung Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation (English Edition). 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.
Built to Win: Creating a World-class Negotiating ~ Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation Lawrence Susskind . 4.9 out of 5 stars 16. Hardcover. $17.99. Only 3 left in stock - order soon. Resolve: Negotiating Life's Conflicts with Greater Confidence Hal Movius. 4.9 out of 5 stars 20. Hardcover. $18.73. Only 1 left in stock (more on the way). Beyond Reason: Using Emotions as You Negotiate Roger .
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The Importance of a Relationship in Negotiation ~ At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even if you have decided to make the first offer and are ready with a number of alternatives, you should always open by asking and listening to assess yur counterpart’s interests.
Negotiation Theory and Practice ~ Negotiation Theory: Foundations and Approaches...6 3.1. Basic concepts of negotiation . forestry and fisheries practices and to ensure good nutrition for people of all nationalities. In support of these aims, the FAO also acts as a neutral forum where nations meet as equals to negotiate agreements and debate policy. This paper was prepared in the framework of a capacity building programme .
10 Hard-Bargaining Tactics & Negotiation Skills ~ Good cop, bad cop. When facing off with a two-negotiator team, you may find that one person is reasonable and the other is tough. Realize that they are working together and don’t be taken in by such hard-bargaining tactics. Are there any other hard-bargaining strategies in negotiation that you’ve encountered that you would add to this list .
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Types of Negotiations / Negotiation Experts ~ You have such a great article. I love you story like how you list the diffferent kinds of Nigotiting. I am currently a nigotiater, which it is my occupation. You have a good story… Keep progressing, and write more articles. I am looking forward to read some more of your articles. I also wrote a little bit article about my job, and what we .
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