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Good for you, great for me : finding the trading zone and winning at win-win negotiation

Author: Lawrence Susskind
Publisher: New York : PublicAffairs, 2014.
Edition/Format:   Print book : EnglishView all editions and formats
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A giant in the field and professor of negotiation at MIT and Harvard Law School offers a conceptual breakthrough and practical tool for Uwinning /U negotiations-not just dividing the pie-while  Read more...

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Document Type: Book
All Authors / Contributors: Lawrence Susskind
ISBN: 9781610394253 1610394259
OCLC Number: 937872936
Notes: Index.
Description: ix, 240 pages ; 22 cm.
Contents: Introduction --
Finding the trading zone at golden pond --
Ways of winning at win-win negotiation --
Lead them into the trading zone --
Create more value --
Expect the unexpected --
Write their victory speech --
Protect yourself --
Provide leadership --
Acknowledgments --
Notes --
Index.
Responsibility: Lawrence Susskind, Director, MIT-Harvard Public Disputes Program, and Founder of the Consensus Building Institute.

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"[Susskind] offers innovative ways to head off foreseeable problems... A useful guide with broad applications beyond the world of business."--Kirkus Reviews "Fortunately, this dense material is Read more...

 
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