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Good for You, Great for Me

Book Description

“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.

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.

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.

Table of Contents

  1. Cover
  2. Title Page
  3. Copyright
  4. Dedication
  5. Contents
  6. Introduction: Finding the Trading Zone at Golden Pond
  7. Six Ways of Winning at Win-Win Negotiation
    1. 1. Lead Them into the Trading Zone: Help Your Negotiating Partners Reframe Their Mandate and Priorities
      1. Dealing with Stubborn or Irrational Partners
      2. First, Find the Facts
      3. Mapping the Territory, Together
      4. Negotiating with a 900-Pound Gorilla
      5. Overcoming the Not-in-My-Backyard Syndrome
    2. 2. Create More Value: Propose Packages That Are Good for Them and Great for You
      1. Creating More Value through Trades
      2. Negotiating Strategic Alliances
      3. Managing Conflict within the Ranks
      4. When You Shouldn’t Go It Alone
      5. When a Majority Isn’t Enough
    3. 3. Expect the Unexpected: Use Contingent Offers to Claim More Than the Other Side
      1. The Art of the Improviser
      2. Talking to Climate Change Skeptics
      3. Don’t Like Surprises? Use Contingent Agreements
      4. What’s Special about Technology-Related and Other Kinds of Complex Negotiations?
    4. 4. Write Their Victory Speech: Help the Other Side Sell Your Best Deal to Their Back Table
      1. Build Both Offensive and Defensive Coalitions
      2. Negotiating with Regulators
      3. Mediation as Problem Solving
    5. 5. Protect Yourself: Insulate Agreements against Predictable Surprises
      1. Bringing Talks Back on Track with Facilitation
      2. Dispute Prevention: It’s a Good Idea, Right?
      3. What to Do When the Other Person Is Lying
    6. 6. Provide Leadership: Build Your Organization’s Negotiating Capabilities
      1. The Responsibilities of Leadership
      2. When an Angry Public Wants to Be Heard
      3. Helping Decentralized Organizations Negotiate More Effectively
      4. Don’t Get Lost in Translation
      5. Negotiating for Continuous Improvement
      6. The Importance of Good Negotiation Coaching
  8. Coda: Finding the Sweet Spot in Your Next Negotiation
    1. Get the Opening Right and Find Your Way into the Trading Zone as Quickly as Possible
    2. Invest Heavily in Value Creation
    3. What If the Parties Haven’t Done Their Homework or Aren’t Authorized to Make a Reasonable Deal?
    4. Avoid Compromise
    5. Finding Your Sweet Spot
  9. Acknowledgments
  10. Notes
  11. Index