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Good for You, Great for Me (INTL ED) - Finding the Trading Zone and Winning at Win-Win Negotiation (Paperback, International edition)
Loot Price: R477
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Good for You, Great for Me (INTL ED) - Finding the Trading Zone and Winning at Win-Win Negotiation (Paperback, International edition)
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List price R543
Loot Price R477
Discovery Miles 4 770
You Save R66 (12%)
Expected to ship within 10 - 15 working days
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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
General
Imprint: |
PublicAffairs,U.S.
|
Country of origin: |
United States |
Release date: |
June 2014 |
Authors: |
Lawrence Susskind
|
Dimensions: |
210 x 140 x 20mm (L x W x T) |
Format: |
Paperback - Trade
|
Pages: |
256 |
Edition: |
International edition |
ISBN-13: |
978-1-61039-524-3 |
Categories: |
Books >
Business & Economics >
Business & management >
General
|
LSN: |
1-61039-524-7 |
Barcode: |
9781610395243 |
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