GOOD FOR YOU, GREAT FOR ME

Win-win negotiation is an appealing idea on an intellectual level: Find the best way to convince the other side to accept amutually beneficial outcome and then everyone gets their fair share. The reality, though, is that people want more than theirfair share; they want to win. Tell your boss that youve concocted a deal that gets your company a piece of the pie and thereaction is likely to be: Maybe we need to find someone harder-nosed than you who knows how to win. We want the wholepie, not just a slice. However, to return to an earlier era before win-win negotiation was in fashion and seek simply todominate 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 theinterests of your back table the people to whom you report. He also shows you how to deal with irrational people, whosevocabulary seems limited to no, or with the proverbial 900 pound gorilla. He explains how to find trades that create muchmore value than either you or your opponent thought possible. His brilliant concept of the trading zone the space whereyou can create deals that are good for them but great for you, while still maintaining trust and keeping relationships intactisa fresh way to rethink your approach to negotiating. The outcome is often the best of both possible worlds: You claim adisproportionate share of the value youve 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 theenvironment and jobs, Susskind provides a breakthrough in how to both think about and engage in, productive negotiations.