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

Version: Abridged
Author: Lawrence Susskind
Narrator: Sean Runnette
Genres: Business & Economics, Negotiation & Communication
Publisher: Macmillan Audio
Published In: June 2014
# of Units: 3 CDs
Length: 6 hours
Ratings:
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Overview

Thirty years ago, Roger Fisher and Bill Ury wrote the groundbreaking book" Getting to Yes." It established the mutual gains approach to negotiation, or what the popular media likes to call "win-win negotiation." But there are few, if any, negotiating situations in which everyone can get everything they want. In reality, most people want to "win" at win-win negotiation. And the way to win is to come up with a proposed agreement that is "good" for the other side and "great" for you.

"Good For You, Great For Me" provides the missing operational guidelines for winning negotiations in business, family disputes, international relations, or public affairs without undermining trust or ruining relationships. It provides not just new principles but new tools--six operational steps to take after you've found your way into the trading zone--to ensure you get as large a share of the pie as possible.

Author Details

Author Details

Susskind, Lawrence

Lawrence Susskind is Ford Professor in the Department of Urban Studies and Planning at the Massachusetts Institute of Technology and author of "Negotiating Environmental Agreements" (Island Press, 2000).