{"product_id":"beyond-dealmaking-isbn-9780470471906","title":"Beyond Dealmaking","description":"\u003cp\u003e\u003cb\u003eGetting to yes is not the same as getting results.\u003c\/b\u003e In \u003ci\u003eBeyond Dealmaking,\u003c\/i\u003e  international negotiation expert and mediator Melanie Billings-Yun shows that the key to winning unbeatable, long-term results in today’s complex economic landscape is to ­negotiate solid long-term relationships.\u003c\/p\u003e \u003cp\u003eTraditionally, negotiation has been approached as an isolated activity, separate from the business relationship. But those who focus only on getting the deal closed often find their victory doesn’t translate into sustainable profits. Any deal is as fragile as the paper it’s written on. Countless disputes arise and deals easily collapse when the negotiation ­process leaves one party unhappy, feeling forced into unfair terms, or even disgruntled  at a change in circumstances. \u003c\/p\u003e\u003cp\u003eIn five clear steps, Billings-Yun takes the pain and fear out of negotiation with her proven GRASP method, showing how to: \u003c\/p\u003e\u003cul\u003e\u003cb\u003e\u003cli\u003eUnderstand the Goals of all parties, beyond the immediate deal\u003c\/li\u003e \u003cli\u003eDevelop Routes to maximize mutual benefit and promote synergy among the parties\u003c\/li\u003e \u003cli\u003eBuild openness, trust, and common understanding through valid Arguments\u003c\/li\u003e \u003cli\u003eBenchmark Substitutes to keep relationships from growing stale or one-sided\u003c\/li\u003e \u003cli\u003eIncrease your Persuasion through empathetic communication and genuine care\u003c\/li\u003e\u003c\/b\u003e\u003c\/ul\u003e \u003cp\u003eFilled with real-life examples of negotiations that have gone right and wrong, this ­groundbreaking book shows how fairness, honesty, empathy, flexibility, and mutual problem-­solving lead to sustainable success. By following the powerful five-step GRASP ­negotiation process, anyone can learn to negotiate in a way that is positive, exciting, and rewarding. Most importantly, they will learn that the greatest victories come not through fighting ­battles, but through building alliances.  Preface.  \u003c\/p\u003e\u003cp\u003eIntroduction.\u003c\/p\u003e \u003cp\u003ePart One: Why Relationships Matter.\u003c\/p\u003e \u003cp\u003e1 The Goal Is Not a Good Deal, but a Good Outcome.\u003c\/p\u003e \u003cp\u003e2 Even Monkeys Demand Fairness.\u003c\/p\u003e \u003cp\u003e3 The Power of Us.\u003c\/p\u003e \u003cp\u003ePart Two: The Mind of the Negotiator.\u003c\/p\u003e \u003cp\u003e4 The Four Pillars of Relationship Negotiation.\u003c\/p\u003e \u003cp\u003e5 Don't Feed the Bears!\u003c\/p\u003e \u003cp\u003e6 Be Prepared.\u003c\/p\u003e \u003cp\u003ePart Three: Five Steps to Success.\u003c\/p\u003e \u003cp\u003e7 Goals—What You Really Want.\u003c\/p\u003e \u003cp\u003e8 Routes—How to Get There.\u003c\/p\u003e \u003cp\u003e9 Arguments—Making Your Case.\u003c\/p\u003e \u003cp\u003e10 Substitutes—The Backup Plan.\u003c\/p\u003e \u003cp\u003e11 Persuasion—Winning Them Over.\u003c\/p\u003e \u003cp\u003ePart Four: Conclusion.\u003c\/p\u003e \u003cp\u003e12 You Can Negotiate!\u003c\/p\u003e \u003cp\u003eAppendix A: GRASP Negotiation Planner.\u003c\/p\u003e \u003cp\u003eAppendix B: Post-Negotiation Evaluation.\u003c\/p\u003e \u003cp\u003eNotes.\u003c\/p\u003e \u003cp\u003eAcknowledgments.\u003c\/p\u003e \u003cp\u003eAbout the Author.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eMelanie Billings-Yun, Ph.D.,\u003c\/b\u003e founded and was senior partner  of Global Resolutions, a consulting firm providing negotiation  assistance and expertise to businesses, governments, and  individuals around the globe. Formerly a research director and lecturer on history at Harvard’s Kennedy School of Government, she has spent the past two decades working with leading companies to improve their internal and external relationships through negotiation. She teaches at the Master of International Management program at Portland State University and resides in Washington, D.C. \u003c\/p\u003e\u003cp\u003eFor more information, please visit www.beyond-dealmaking.com.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eGetting to yes is not the same as getting results.\u003c\/b\u003e In \u003ci\u003eBeyond Dealmaking,\u003c\/i\u003e  international negotiation expert and mediator Melanie Billings-Yun shows that the key to winning unbeatable, long-term results in today’s complex economic landscape is to ­negotiate solid long-term relationships.\u003c\/p\u003e \u003cp\u003eTraditionally, negotiation has been approached as an isolated activity, separate from the business relationship. But those who focus only on getting the deal closed often find their victory doesn’t translate into sustainable profits. Any deal is as fragile as the paper it’s written on. Countless disputes arise and deals easily collapse when the negotiation ­process leaves one party unhappy, feeling forced into unfair terms, or even disgruntled  at a change in circumstances. \u003c\/p\u003e\u003cp\u003eIn five clear steps, Billings-Yun takes the pain and fear out of negotiation with her proven GRASP method, showing how to: \u003c\/p\u003e\u003cul\u003e\u003cb\u003e\u003cli\u003eUnderstand the Goals of all parties, beyond the immediate deal\u003c\/li\u003e \u003cli\u003eDevelop Routes to maximize mutual benefit and promote synergy among the parties\u003c\/li\u003e \u003cli\u003eBuild openness, trust, and common understanding through valid Arguments\u003c\/li\u003e \u003cli\u003eBenchmark Substitutes to keep relationships from growing stale or one-sided\u003c\/li\u003e \u003cli\u003eIncrease your Persuasion through empathetic communication and genuine care\u003c\/li\u003e\u003c\/b\u003e\u003c\/ul\u003e \u003cp\u003eFilled with real-life examples of negotiations that have gone right and wrong, this ­groundbreaking book shows how fairness, honesty, empathy, flexibility, and mutual problem-­solving lead to sustainable success. By following the powerful five-step GRASP ­negotiation process, anyone can learn to negotiate in a way that is positive, exciting, and rewarding. Most importantly, they will learn that the greatest victories come not through fighting ­battles, but through building alliances.\u003c\/p\u003e","brand":"Jossey-Bass","offers":[{"title":"Default Title","offer_id":47988806254821,"sku":"NP9780470471906","price":29.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470471906.jpg?v=1761781665","url":"https:\/\/k12savings.com\/products\/beyond-dealmaking-isbn-9780470471906","provider":"K12savings","version":"1.0","type":"link"}