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About Good for You, Great for Me
<p><B>You've read the classic on win-win negotiating, <I>Getting to Yes</I> ... but so have <I>they</I>, the folks you are now negotiating with. How can you get a leg up ... and win?</B><BR>“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.<BR>By showing how to win at win-win...</BR></BR></p>
Detailed Information
| Author: | Lawrence Susskind |
|---|---|
| ISBN: | 1610394267 |
| Language: | other |
| File Size: | 0.3427 |
| Format: | |
| Price: | FREE |
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