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Lawrence Susskind

Good for You, Great for Me

Finding the Trading Zone and Winning at Win-Win Negotiation

Buch

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 t… Mehr

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Produktdetails


  • ISBN: 978-1-61039-425-3
  • EAN: 9781610394253
  • Produktnummer: 19376482
  • Verlag: Hachette Book Group USA
  • Sprache: Englisch
  • Erscheinungsjahr: 2014
  • Seitenangabe: 256 S.
  • Masse: H21.6 cm x B14.3 cm

Über den Autor


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.

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