Good for You, Great for Me (INTL ED): Finding the Trading Zone and Winning at Win-Win Negotiation

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		Good for You, Great for Me (INTL ED): Finding the Trading Zone and Winning at Win-Win Negotiation
		Good for You, Great for Me (INTL ED): Finding the Trading Zone and Winning at Win-Win Negotiation

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?

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.

“Written by one of America's leaders in the field of conflict resolution, this wonderful new book contains a wealth of sophisticated, practical advice on how to succeed as a negotiator: it teaches (a) how to manage your ‘back table'— i.e., clients and constituents; (b) how to design a process that is fair to yourself and others; and (c) how to create value and expand the pie so that the outcome is good for them and great for you.” —Robert H. Mnookin, Williston Professor of Law, Harvard; director, Harvard Negotiation Research Project; and chair, Program on Negotiation

作者简介

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.

网友对Good for You, Great for Me (INTL ED): Finding the Trading Zone and Winning at Win-Win Negotiation的评论

Negotiation is a critical skill, both in the business world and in everyday life, so I've read a bunch of books on the topic over the years. (I picked up this one as I liked Professor Susskind's "Breaking Roberts' Rules," published about 10 years ago.)

I've learned some useful things from collaborative texts like "Getting to Yes" and also from take-no-prisoners titles like "Start with No." But I've always been skeptical about one-size-fits-all negotiation advice. Expanding the pie often makes a lot of sense, but you can't wish away the fact that each side wants to grab a big slice. And splitting the difference isn't the answer. In negotiation, there are wins and there are WINS.

This short book tackles that reality head-on.The author begins by telling the story on himself about how he bought a vacation home years ago. He was satisfied with the price and it proved to be a good deal. Nevertheless, in hindsight, he realizes that he likely could have gotten an even better outcome by being better prepared and more creative. He offers many other examples of successes and failures that provide valuable lessons. There are good checklists, as well.

I appreciated how well the book is laid out, so you can dig into the parts that are most important to you. (I'm a solo practitioner, so I just skimmed the pages on organizational issues.) But there are other parts that I'm sure I'll re-read when I'm about to enter an important negotiation (especially, the material on openings and creating value).

I strongly recommend this book. To put it bluntly, if you're negotiating against someone who has read it but you have not . . . well, all I can say is, "good luck."

Very well written book on the subject. Wasn't quite the book I was looking for, but that did not make the material any less satisfying. It seems to cater more toward corporate negotiator types and less for 'garage sale' type negotiations . . not that I was looking for the garage sale type.

A nice read and some good information. Not a one size fits all situation book.

I have been a professional mediator for the past 14 years and I enjoyed Susskind's book tremendously. Bravo for one if the leading thinkers in our field.

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