{"product_id":"good-for-you-great-for-me-isbn-9781610394253","title":"Good for You, Great for Me","description":"\u003cb\u003eYou've read the classic on win-win negotiating, \u003ci\u003eGetting to Yes\u003c\/i\u003e  but so have \u003ci\u003ethey\u003c\/i\u003e, the folks you are now negotiating with. How can you get a leg up  and win?\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e \"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 the whole pie, not just a slice.\" However, to return to an earlier era before \"win-win\" negotiation was in fashion and seek simply to dominate or bully opponents into submission would be a step in the wrong direction -- and a public relations disaster.\u003cbr\u003e\u003cbr\u003e 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.\u003cbr\u003e\u003cbr\u003e Whether the venue is business, a family dispute, international relations, or a tradeoff that has to be made between the environment and jobs, Susskind provides a breakthrough in how to both think about, and engage in, productive negotiations.","brand":"PublicAffairs","offers":[{"title":"Default Title","offer_id":44896020168933,"sku":"NP9781610394253","price":25.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/O_83430104-d452-4de6-96b1-f93e8b1f1997.jpg?v=1773102422","url":"https:\/\/k12savings.com\/products\/good-for-you-great-for-me-isbn-9781610394253","provider":"K12savings","version":"1.0","type":"link"}