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Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation (Englisch) Gebundene Ausgabe – 3. Juni 2014


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Pressestimmen

"[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 presented in a warm, collegial tone and structured in manageable chapters, which are in turn broken up by subheadings punctuated by snappy call-out boxes of text. Full of valuable advice, this title is a must-read for business or law school curricula and anyone who needs to negotiate in today's global marketplace.”—Publishers Weekly

Über den Autor und weitere Mitwirkende

Lawrence Susskind is cofounder of the Program on Negotiation at Harvard Law School, Ford Foundation Professor of Urban and Environmental Planning at the Massachusetts Institute of Technology, and the founder and chief knowledge officer of the Consensus Building Institute. He has served on the faculty at MIT for more than forty years. Dr. Susskind has mediated complex disputes involving land and water rights; advised more than fifty corporations, particularly with regard to regulatory negotiations; provided advanced negotiation training to more than 30,000 professionals from around the world; and served as an adviser to the supreme courts of Israel, Ireland, and the Philippines.

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Amazon.com: 4.8 von 5 Sternen 4 Rezensionen
7 von 7 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen practical negotiation advice for the real world 8. Juni 2014
Von Frank L. Park, Jr. - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe Verifizierter Kauf
Negotiation is a critical skill, both in the business world and in everyday life, so I've read a bunch of books on the topic over the years. (I picked up this one as I liked Professor Susskind's "Breaking Roberts' Rules," published about 10 years ago.)

I've learned some useful things from collaborative texts like "Getting to Yes" and also from take-no-prisoners titles like "Start with No." But I've always been skeptical about one-size-fits-all negotiation advice. Expanding the pie often makes a lot of sense, but you can't wish away the fact that each side wants to grab a big slice. And splitting the difference isn't the answer. In negotiation, there are wins and there are WINS.

This short book tackles that reality head-on.The author begins by telling the story on himself about how he bought a vacation home years ago. He was satisfied with the price and it proved to be a good deal. Nevertheless, in hindsight, he realizes that he likely could have gotten an even better outcome by being better prepared and more creative. He offers many other examples of successes and failures that provide valuable lessons. There are good checklists, as well.

I appreciated how well the book is laid out, so you can dig into the parts that are most important to you. (I'm a solo practitioner, so I just skimmed the pages on organizational issues.) But there are other parts that I'm sure I'll re-read when I'm about to enter an important negotiation (especially, the material on openings and creating value).

I strongly recommend this book. To put it bluntly, if you're negotiating against someone who has read it but you have not . . . well, all I can say is, "good luck."
2 von 2 Kunden fanden die folgende Rezension hilfreich
4.0 von 5 Sternen Very well written book on the subject. Wasn't quite ... 29. Dezember 2014
Von Jeff Anderson - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe Verifizierter Kauf
Very well written book on the subject. Wasn't quite the book I was looking for, but that did not make the material any less satisfying. It seems to cater more toward corporate negotiator types and less for 'garage sale' type negotiations . . not that I was looking for the garage sale type.
1 von 1 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen Five Stars 16. August 2014
Von Adrian A. Arnold - Veröffentlicht auf Amazon.com
Format: Kindle Edition Verifizierter Kauf
A nice read and some good information. Not a one size fits all situation book.
2 von 3 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen ... professional mediator for the past 14 years and I enjoyed Susskind's book tremendously 7. November 2014
Von Jan F. Schau - Veröffentlicht auf Amazon.com
Format: Kindle Edition Verifizierter Kauf
I have been a professional mediator for the past 14 years and I enjoyed Susskind's book tremendously. Bravo for one if the leading thinkers in our field.
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