"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 everyone gets their fair share. The reality, though, is that people do not want a fair share; they want to win. Tell your boss that you concocted a deal where your company got its 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." However, to return to an earlier era before "win-win" negotiation was in fashion and seek simply to dominate or bully grudging opponents into submission would be a step in the wrong direction-- and a public relations disaster. Into this dilemma steps renowned expert Lawrence Susskind with a brilliant new negotiation paradigm he calls "the trading zone." "Good for You, Great for Me" provides the missing operational guidelines for winning negotiations in business, family disputes, international relations, or public affairs without undermining trust or ruining relationships. It provides not just new principles but new tools-- six operational steps to take after you've found your way into the trading zone-- to ensure you get as large a share of the pie as possible. "Good for You, Great for Me" also provides guidance for handling special situations such as dealing with huge power differentials (the 900 pound gorilla), liars, and irrational people; the addition of lots more parties to the negotiation; a history of bad relationships; negotiating when the relationship is too important to lose; and trying to make deals in cross-cultural situations.
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.