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by Lawrence Susskind (Author)
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
Author Biography
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.
